Pitch for Roof Inspections | “My roof is fine… it’s only 5 years old!”

One of the most difficult objections to overcome when you're showing up at the door is when a homeowner says to you, hey, you know what? Our roof is fine. We replaced it within the last five years. Have you had this one? Well, in this video I'm going to share with you how to overcome that one right there on the spot so you don't leave those houses empty handed. Now, you and I both know that when we're working small hail, specifically in the northern parts of the United States, we often work with homeowners who had no idea that the roof was even damaged or before we showed up. In fact, after surveying many, many thousands of people, when I've been speaking all across America, I asked, I say, hey, what percentage of homeowners do you serve that had no idea that the roof is even damaged? And the numbers that I'm hearing are between 50 and 95%. These are people who thought their roof was fine and ended up needing a new roof. So our mission and purpose when at the door is to overcome this objection, you using education and removing any risk that that homeowner might have because they're likely thinking to themselves, hey, this person's, their logo says I sell roofs and they're trying to convince me that I need to buy a new roof when I don't. So we're going to learn how to overcome all of that and more in this video. And I can't wait. And hey, real quick, this video, by the way, was suggested in a YouTube comment. So if there's questions that you have or videos that you want to see, drop a comment on a video. I keep my eyes on them in the next video that I release might be inspired by you. So, hey, welcome, welcome back. Adam Bensman here and I'm so excited to rock and roll with you today. Everything that I do here on my channel is designed to help you and your team smash your income goal and give every customer an amazing experience. My guess is that this isn't the very first video you've watched. You've tuned in, you've shared videos, you're watching them in sales meetings with your teams and potentially listening to maybe my podcast or while you're out on the streets. And I hope I've helped you make some money with all this free content. And I've never asked a favor, but I'm going to right now. It mean the world to me because about 64.5% of the folks who are viewing this channel aren't subscribed yet. So if you can do me a big favor right now and just click the subscribe button and the bell notification. That way you'll find out whenever I publish new content, it would mean the world to me and it would help us all spread this message and really elevate the the roofing industry. Thank you so much. All right, now let's get into the objection. My roof is fine. We replaced it within the last five years. Now, first what I want to do is lay out the psychology of where that customer is at and then teach you what to say at the door. Now, disclaimer. I'm going to be teaching you what I call the long winded version. The reason in my videos that I teach you the long winded version is because I know how people learn. If I teach you all of this, you're going to retain this much and you're going to implement this much. So if I teach you exactly how I do it at the doors, and it won't happen for you like that in the real world because you'll learn this much, you'll retain this much, you'll practice this much. So I'm going to give you a long winded version of how to tackle this objection. And it's going to help you pick and choose what information to deliver at your homeowner so you can truly embrace the concept. So I just wanted to cover that up front because you're going to be like, Adam, that was really long winded. And yes it is, and it's by design. So here's the deal. First, what is the customer thinking? Put ourselves in their shoes. The customer is thinking, huh, my roof is fine. We replaced it in five years. Roofs are supposed to last like 30 years. We don't have a leak and there's no shingles laying in the yard. A roof is fine. What does this door to door person even talking about? They're crazy. They just want to sell me a roof. Do you see what we're up against? We are up against a big wall of resistance and rightly so. Who are we? A complete stranger, to show up at someone's house and try to convince them that the roof is damaged when they think it's not. Even though we know that it might be or very likely is. Next. What we need to do is instead of convincing them that the roof is damaged, convince them that there is a need for them to see it with their own eyes. What this means is we just need to get up on the roof. We're going to do the selling and the educating. Once we're back down. But in order to get up on that roof, we need to explain why we need to be up there. And then number three, we need to use a technique known as risk reversal. This is allowing that homeowner to say, hey, I have everything to gain and nothing to lose by letting this person up there. They're not going to be requiring me to buy something. And you know what? Why not? Okay, so that's risk reversal. So here's how we're going to do it. First, we're going to use the ARO objection, handling formula, Acknowledge, reassure and overcome. For more videos on that topic, jump into my free training center right now. There's a link in the description or you can text the word free to 303-222-7133. I have an entire playlist of videos in there specifically for you to learn how to tackle any objection that you're ever going to face. The ARO objection, handling formula, acknowledge, reassure, overcome. We're going to repeat back what we've heard. We are going to reassure them that their thought process is normal. We're going to validate how they're thinking, and then we're going to owe what Overcome by educating the prospect on why we need to be up on the roof. And it's going to go something like this. Hey, listen, I totally understand your roof was done within the last five years, and I'm very glad that you guys have had it taken care of. Now, my guess is you are expecting this roof to last 25 or 30 years, as it should, especially with your hard earned money. Now, the reality is most of the homeowners that I serve, most of them had no idea that the roof was even damaged. And I'm not here to tell you that yours is, because I don't know until we take a look. And most importantly, I'm not here to force you to make a decision. I can't do that. What I can do is help identify if in fact your roof has been damaged. Because small hail that we get here in the state that you're working may not look like much at all, but the reality is it compromises the lifespan of the shingle. So if you are expecting your shingle to last 30 years, it might last 20, it might last 15, it might last 10, which may sound like, oh, is that really a big deal? And the answer is yes, because in today's economy, price of roofing is doubling every five years. And in our market right now, the average price of a roof is about 20,000. So if your roof needs to get replaced. In 10 years, that's that roof won't be 20, it won't be 40. It will be about $80,000. Now, my mission and purpose, Mr. Homeowner, is to provide you a complimentary photo and video report, show you my findings, and help you decide for yourself. One, is my roof fine? Do I need to do absolutely nothing? Which it absolutely could be, and we don't know until we see it, or path number two, is it compromised? And if so, what are my options? So do you have any objection if I grab my ladder, hop up, take about 15 minutes, and just like that, what we've done is acknowledge where the homeowner's at, educate them, use risk reversal, make them know that we are not going to force their decision, identify that there's two and only two outcomes, and then use my very popular one liner. Do you have any objection if I grab my ladder and hop up for free? Inspection will take about 15 minutes. The reason we end with that is when we say, do you have any objection? People naturally want to say no. And when they say no, they're agreeing. And it works very well to disarm people. And there you have it, my friend. The next time that you encounter the objection, hey, my roof is fine. We just replaced it in five years. You know exactly what to do on the doors. Now, you and I both know there's someone on your team that needs to see this video. So do me a favor, share it with them right now. Your group chat, shoot them a text, put it in the team WhatsApp group or whatever you guys are using. It would mean the world to me and I know it would mean the world to your team as well. Thanks for joining me in today's video. I super appreciate your time and I can't wait to help you and your team smash your income goal and give every customer an amazing experience. So if you like this video and you want even more, hang with me here and. And I think you're really going to love this video. And if you haven't yet done it, jump into my free trading center, get into that objection playlist right now, and you can download that one right on the link at the end of this video and I will see you on the next one.