Picking the RIGHT Roofing Company to Sell For | Top 5 Factors and 7 "Must Ask" Questions

So you're trying to pick the right roofing company to sell for. Well, in this video I'll be teaching you the top five factors. But wait, wait, wait. Owners, listen. It's not just free for sales reps, it's for three types of people. Number one, if you're searching for your very first sales job in the roofing industry, welcome. This is going to help. Number two, sales reps who've been burned in the past, not paid any money, promises that weren't fulfilled on not a good culture fit. Maybe you're moving, you're looking for a switch. And the third, camp owners, if you're looking to attract the right people, we have to get in the mind of the sales rep to know what it is they're looking for, what's going on in the landscape. And this video is going to give you a deep insight into how to do it, along with a few little tips that I teach folks on the recruiting front to help you attract, retain and develop a high performing sales team. So stay to the end. I'm going to be teaching you the top five things to look for for sales reps. What to look for when you're vetting a company who wants to hire you and believe me, most all of them will. Number two, what questions you need to ask. I'll wrap things up with seven very specific questions for you to ask the roofing company to find out whether or not you're a good fit. And number three, why owners need to know what the sales reps are thinking to help you with your processes. And it's important for you to fulfill upon this. I'm not just giving you the one liners to say. I'm giving you the philosophy to help you fulfill upon this to attract and retain and develop that high performing sales team. By the way, I do go into this in great detail. My program called how to build you'd dream team. All right, if you're new here, a welcome is in order. If you're not, welcome back. My name is Adam Bensman, the roof strategist. Everything I do on the podcast right here and this YouTube channel is designed to help you smash your income goal in roofing sales. Because at the end of the day, this industry provides ripe, rich and incredible opportunities for personal transformation that can lead first time first year sales reps, including seasoned sales reps to earning six figures or multi six figures. It's life changing. And in order to do that, I invite you to head on over to the roofstrategist.com right now to get A free copy of my pitch. Like a pro roofing sales training video library. I've done over 240 videos. They're all organized by a category right here for you and for quick, easy reference. And owners, this is a fantastic and free tool to get in the hands of your team. So download yours right now@theroofstrategist.com and there's links in the video description and podcast. Now let's get into it. You ready? First things first. It is not just about money. I need to get this out of the way. I'm going to repeat it. It's not just about money. That is truthfully the last thing that you need to consider, and I'm going to prove it to you. Ironically, owners do this. They get competitive, and I hear it a lot. Hey, well, that guy's paying this. So if I pay a little more, I attract them. And what's funny is this is exactly what we hate our competitors doing when we're selling. They're cheaper, they're eating deductibles. So we're just doing the opposite by giving away more to try to attract people. But it becomes unsustainable. We pay too much. And what happens? Sales reps reach out to me, unfortunately, more regularly than I even wish I could hear. The last one was owed $10,000 in commission, and the one before that owed, which I'm not sharing any of these names. This is all private. Okay. Was owed over $100,000 in commissions that never got paid. So my point is, people often think that this money thing. Well, you're in sales. The money is what matters. It doesn't. The money falls into place when you're with the right company owners. Do not be tempted to just start competing on pay. You need to protect the financial health of your company to be able to grow, to take on new overhead. As you grow, you. Your expenses increase, your liability increases, and you need to have some flexibility to hire on the right people so you can stay financially stable and support and fund your growth. So now that we got that out of the way, the money piece is the last and least important. I mean it. I chose the company to work for myself that paid less by choice because of the lessons I learned very quickly by finding some unethical things that I had started to see in my own interviews. And I'm so glad I did because. Because the gentleman who gave me the opportunity changed my life. His name was Jesse. His name is Jesse. And I never left until coming to this side. So here's a scoop how do you find the right company to sell for? I'm going to give you the top five things for you to look for. Owners, pay close attention so you know what sales reps are looking for in you. Number one is reputation. Guys, this is easy. Use the Internet. Search an online reputation is going to say a lot about someone, all right? So take a peek, search them online, do your homework before you show up for that interview. Number two, the culture. Listen, this culture thing is a big buzzword lately. It's like the latest thing in the work life, balance and drive and rah, rah, rah movement. And I want to define culture for a minute. So let's take a break from the roofing sales idea. Picture yourself walking into restaurant number one. Restaurant number one is blank walls. You could hear cricket because there's no music. There's two people sitting down and it's silent. You know that feeling, that dead energy? Okay? Now imagine the difference. You walk in, you've got music bumping, lights are low, tables are full. You hear glasses chiming and dinging and people talking and people laughing. And that feeling, that's that energy, that nightlife, that vibe. So that feeling that we get, that, my friends, is what I define as culture. The energy and connection that resonates, that you resonate with. Some people want to go out for the quiet meal, other people want the party vibe. Right? So here's the specific types of culture we have. 1, 2, 3, 4, 6 different types that I've identified that I'd like to explain to you. Number one is the work hard, play hard culture. These are the companies that want to earn big money, party hard, hit the nightclub, do the yacht thing, go out drinking, Raven, all that stuff. All right, there's the work hard, play hard culture. Then on the complete opposite end of the spectrum, we have the faith based culture. These are companies, you'll often find, you know, their religious sayings or phrases in their company names and they're very focused on attracting like minded people. Again, fit some, not others. Then we have the family focused companies. These are the ones that want to do family outings and picnics. And they're really all about bringing everyone together. Okay, well, works for some, not for others. Then we have the competitive culture. These are like the companies. And I actually had one fly out for some private training not too long ago. Almost everyone on their leadership team was a former coach on college athletics. And I personally worked with athletes that sold for me. So these are the guys that are just like, all they're doing is rubbing Shoulders. It's friendly, healthy competition and they're kind of fighting for the ranks. They got their sales leaderboard and this is really fun for those people that just, they want to be held accountable and kept on the gas. Alright, last two. Then we've got the young and growing fast culture. I talked to another young company. These guys are on track to hit 10 million in their first year. You can only imagine that level of growth that quickly. There's going to be growing pains, there's going to be things that don't go right, there's going to be new roles that are evolving or maybe it's a company doing 2 million a year and they're trying to get to that 5 million mark. And there's this evolution of like oh well now that we're growing we need a sales manager. Hey, we really need some processes. And then there's the entrepreneurial, spirited guys and gals that really want to be a part of this growth and the evolution of the company and that you got to find the right company that's going to suit you. On the opposite end of the spectrum are the mature and stable companies. Those are the companies that have broken the 10 million or 15 or 20 million threshold. These are companies that have systems in place, processes, strong organization, strong business foundations. They can keep up with the demand, they've got the experience and you're just going to be a piece of that cog. You're given the tools and you're going to go crush it. So you can see on here that this culture fit. There's a lot of different types of companies out there and believe me, I've worked with them in every single one of these categories and they all have a different vibe, they attract different types of people. Their outings and celebration and leadership are all different. So it's important for you to get real clear. Where are you going to fit in? Because so many people, in my opinion, quit roofing sales too soon. They jump in with the wrong company or they end up with the wrong culture and, and it's not a good fit. So do vet the culture. Number three, values and ethics. There is nothing worse than standing in front of a homeowner selling something that you don't believe in because you don't believe in the company. So make sure that your values and ethics are aligned, that they're service whether or not they're service focused, money focused, or whether or not they invest in their people. This brings us to number four. This is probably one of the most important ones, taking care of customers. I'm going to be sharing this a little bit in more detail here in a minute on the questions that you need to ask the roofing company sales reps, how they handle complaints on customers, how they handle callbacks and how they treat customers. Unfortunately, I had lunch not too long ago with a couple of sales reps and they were telling me how embarrassed they felt when a small customer complaint that they didn't feel was that out of line was greeted by an owner who was disrespectful and yelling at the homeowner. It didn't even make me feel good. And remember when you're the face, it's your integrity and your heart on the line. So do find out how do they treat their customers? To me, the customers are what they write our paychecks. We're in a service based business working at their home. It was really important for me to really go above and beyond to make sure our customers were satisfied. We sent gift baskets at the end we, we did everything we could to take care of people and put a great taste in their mouth. And if something went wrong, we just made it right because that's what you need to do. But not everyone thinks that way. So see how they take care of customers. And number five is transparency. All right, showing you how you're paid with an open books policy within reason. Guys, remember, you know the owner's not asking to get into your checkbook or your bank account and see and you don't need to do the same to the owner. But it is important that however it relates to how you're paid, there is an open book policy of transparency because it's your livelihood, so and it's theirs as well. And that also allows you to speak to other reps. Now one disclaimer. It is okay and it is common to see sales reps having different pay plans within a company. Especially growing companies. You'll find like maybe this person was hired on at X percent but yours seems lower. Well, they can't dock this person's commission when they realize that they might have been paying too much or it's not sustainable or maybe new hires have different responsibilities. So just keep that in mind. You may see that how you're being paid might be different than others, but that's okay. What I mean by transparency is being able to speak and connect with other guys and gals on the team. Alright, now that wraps up the top five things you need to look for. Let's move on to the top seven questions for you. The sales rep to ask the company owners pay very close attention because you need to have very strong answers in these categories. All right? The reason for that, by the way, it's going to help you see, sell the job and get people to want to work for you. Because you and I both know these roofing sales reps are talking around as they should, to find the right company fit. So, seven questions for sales reps to ask the company that you're looking for. And final note, before we get into this, Sales reps, you'll never go hungry. Roofing sales companies are always hiring. Again, I don't encourage you to ever just jump ship. If you have qualms or issues, you try to sort them out. Have an honest conversation about aligning your goals to sell more jobs, serve customers, and everybody work together. Okay? All right. Now that we got that out of the way, let's get into these seven questions. Number one, what makes you different from competitors? We're going to get a real quick insight into the positioning and strength of the company and their drive. Number two, what do you provide new sales reps? Hey, sales reps. The reason I ask this loosely is so you can figure out, what do they provide you? Is their training provided or not? Are they hiring you want as an employee? Is there other benefits? Do you have any equipment that's provided? Which, by the way, it's okay if it's not. There's different structures on this, but I want you to get a clear idea. If they're like, oh, you know, just train you up real quick. You'll be out in no time. Like, you're like, but how. All right, number three, how much did your top earners make this year? It's a good question. This gives you an idea of the earning potential within your market and within the company. Number four, can I talk to your top earners? Most of them should have. Should be excited that you want to, and they'll say, hey, go talk to Tom. Tom's going to tell you everything. So make sure that you can talk with them. And then when you do, ask what they liked, what they didn't like, how long it took them to earn that much. Any tips for you getting started? Things like this? Number five, how do you handle customer complaints? Okay, what would happen if a customer called upset that their screen ripped? When you hear their answer, if they give you the. I'll call it the locker room talk. Ha. Stupid. Customers are just complaining about stuff, man. Whatever. You'll get that crap all the time. We'll take care of it. That shows how they really feel about it versus you know what the truth is. This is construction stuff happens. We do make sure to let you know that. Excuse me. To help you educate your homeowners that things may come up and that we're going to do whatever we need to do to fix it. Again, very big difference. To help you get an insight into how they're going to treat their customers. Number six, describe your ideal sales rep. So many companies in this business unfortunately do the throw mud at the wall and see what sticks. You know, if a body comes in and they're willing to try it, I'm going to see who works out. It's not my style. I'm not saying it's wrong and it doesn't work. I'm just saying it's not my style. I like to recruit with laser precision. I'm looking for five profile traits straight out of the gate. Hustler. Thick skinned, persuasive, persistent and confident. Those are the five. I do teach those by the way, in my program called how to build you'd dream team. It is part of the roofing sales success formula that's included in. If a rep asked me that, here's how I would answer. I'm looking for five very specific profile traits that I can spot to let you know whether or not you even have a chance at succeeding. Hustler. Thick skinned, persuasive, persistent and confident. So I'm looking for that drive and I'm looking for historical representations that you've embodied those. And I'm going to be finding out very quickly through our conversation right now if you kind of fit the bill. What I do know is that reps that do that and that fit our culture and who are willing to do the work, that success is a byproduct because we're going to give you everything you need. Alright, so owners, this is again part of selling the position but helping you spot that talent. And sales reps, this is going to help you get really clear on whether you're a good fit for the company. Number seven, can I see recent commission payouts so I understand how it works. This is important for sales reps so you understand how you're getting paid. So many people have reached out to me be like, well I don't really understand. I'm like how do you take a job and bank your livelihood on it when you don't understand how you're paid, you must do it. Which actually brings me to this. You must make sure this is for both owners and sales reps. This should not Be a question. You must make sure everybody understands when they get paid, how they get paid and how much they're getting paid based on your commission structure which there are differences by the way in this we must remember we have to follow through as owners and managers on our commitment for pay for us. If a job was turned in by Tuesday, you got paid that Friday. Very simple open book policy. Easy peasy. Job turned in Tuesday, you get paid Friday. Whatever the structure is that works for you, you need to roll it out so everyone can excuse me. Count on it. Have trust in it and have faith and go into war for you. So if you owners by the way if you want help with like how much to pay, the incentives, whether to hire W2 1099 if you need help with the hiring people process things like this. I do have a program called how to build you'd dream team and it is included with the roofing sales success formula. There's links in the description and will also be in the far snapshot. This exact deck behind me will be in your inbox awaiting you. Now let's wrap up with a quick summary. Number one, sales reps make sure to interview the company and ask the questions. Those seven questions. Again if you're on the email list, this exact slide deck is in your inbox. If you're not getting them, there's a link in the video description for the far snapshot fast action results. So you can print out those seven questions and rehearse them so you know even bring them into the appointment with you to help vet that company. Number two, remember that pay is not everything. Focus on those top five factors. First, pay. That will always come out in the wash. I've never seen it. I'm sure it's out there. I haven't personally run into anyone that I felt is paying and insulting amount. There's reasons for different pay structures or lower commissions because a sales rep is fed leads or has benefits or a vehicle or something. So there's always again from my experience, there's almost always a reason for different types of pay so it comes out in the wash. Alright. Number three is for owners you must sell the job by knowing what that sales rep is looking for but also being able to give it to them. I do cover that in that program. How to build you'd dream team. We call it prizing. How to position your company as the best one to sell for. And the real high level is this. I teach that it's about investing in the success of the people on the team. If I can help my rep achieve his or her income goal. They're going to want to stick with me because it's all about them. It's not about me making money, right? It's not about the company making money, it's about the rep succeeding and ultimately that's aligning the vision. Their win is our win. More customers are served and it's great growth for everybody. So Recommended Resources at the end of this video I'm going to put a link to this playlist. If you're new in roofing sales, do watch this. I put all of this all the like a fast track to success for you and then owners. Again, if you're looking for any help on the recruiting front, the pay plans, how much to pay, navigating that process, my interview process on those five profile traits and how I handle everything from the initial inquiry to running the interview and so on. That is available on how to build your dream team. You can grab this on your own as a standalone program or it is included in the roofing sales success formula which gets you access to the entire dashboard of everything with individual accounts for each team member. This is in use by the way, by companies as small as trying to reach their first million along with companies doing 25 to 35 million a year reaching for that 50 million mark. And I am in conversation with some companies doing much higher volume than that. So you name it, it's in use and I've gotten some really phenomenal feedback on this. I'd be happy to share with you. And then last things if you are getting this, I've put together this recommended reading list. I didn't realize how much how many bookworms are out there who are using their windshield time for listening to audiobooks and investing in your own education. So here's a link to my most up to date reading list organized by category for free and it's in your inbox awaiting. So thank you for joining me. Just because this video is about to wrap up doesn't mean our time has to. So click here to jump into the playlist if you're new in roofing sales and click here to download a free copy of my pitch Like a Pro Roofing Sales training Video library and I will see you on the next one. Thanks for joining me. See you soon.