Rich Referral Relationships for "10X Customers"

At door to Doorcon 5, we got this question from the audience on the roofing panel that said, how do I deal with mortgage brokers on a referral relationship? And the funny thing is I'm about to start this video by saying, I don't know about this one, but I'm going to share with you in this video the fundamentals of what it takes to develop referral relationships. This is what many people call the 10x customer. Because when we go direct to a house, we knock on the door, we cold call, we send a letter, we're doing all this work for that one relationship. And I know we can get referrals from that customer. We can get repeat business. Maybe they own commercial properties. Simple question to ask every customer, by the way, do you own any other properties? But my point is those are one to one sales versus what we consider a one to many sale. If I were to develop a relationship, a referral relationship with a home builder, for example, and a gentleman just reached out on Instagram saying hey, you know, I got this home builder, how do I develop relationship with him? And it may have come up because one of my strongest referral relationship that I developed early in my career was a home builder. And again it sizzled out when he kind of wised up and started his own roofing crew and made the money. But either way, I rode that wave while it lasted. And relationships may not live forever, but I went through the work to develop that one relationship, which again is one relationship with a single customer or one relationship with a home builder. And he ended up sending me his personal house, all of his additions, all of his new home builds, and including a four unit condo complex that he owned that I ended up getting to roof as well. So great relationship that was just to name a few, by the way. And with these referral relationships, there's one theme, I don't care who it is because frankly I this came up in the Pitch Pro Movement Realtors. You know, do we engage with realtors or not? And frankly, nine out of 10 people I speak with mentioned that they're more of a drain than a benefit because they often want, you know, the cheapest estimate. So. So they can get the roof done really quick to sell the house. Cause the homeowner doesn't care and they don't see the value or on the other side they want the most expensive estimate to negotiate the rate down and they go with someone cheaper. So it's kind of a tough one. But even though 90% of folks don't have success I talked to a few folks who are just drowning in leads from realtors. They go in and run presentations for realtors. And in this video, no matter who you develop this referral relationship with, you need to write your own rules. You need to experiment. I didn't have much luck in a B and I yet I talk with a company in Minnesota. They've got two guys in there who are killing it in bis and whether it's a mortgage broker, a gutter company, a paintless dent removal company, whoever engages. By the way, one thing I didn't put on here, which I should, is lawn care. Okay, what about security companies? What about companies are doing pest control? What about other people in door to door? These are all folks that are engaging with who your ideal customers. And as you develop these relationships, these referral relationships, they will feed you over and over again. So in this video, I'm going to be teaching you the fundamentals that you need to keep in mind to develop strong referral relationships. So you can develop 1, 2, 3 or even 5 or more referring relationships with people of influence, as they say, who engage with your ideal customer and can send you roofs hand over fists. And yes, insurance agents can be in here as well. Hey, welcome and welcome back. My name is Adam Bensman, the roof strategist. And everything I do here is designed to help you and your team smash your income goal and give every customer an amazing experience. And guess what? Referred deals are the best experience because that homeowner already trusts you because they were referred by someone they trust and it makes it stupid simple. So before we get going, if you haven't done it yet, I have a free offer for you. It's to download a free copy of my pitch like a pro roofing sales training video library. You may have noticed I've got hundreds of videos here on the channel. I get questions all the time. Adam, can you do a video on this? How do you overcome this objection? Can you teach me how to say this at the door? Do you cover retail? What about deductibles? What about. I need three estimates. All these common questions come up and I've done videos on them and I've made them very easy for you to find and locate and binge watch to your heart's content. And they're available right now@theroofstrategist.com there's a link in the description for you to click on. Enter your email and I will send you a copy 100% free. All right, now let's get into the referral Relationship fundamentals. There is one key takeaway if you're a journaler. By the way, if you're not following me on Instagram, do it now. I post. I'm a big fan of the old journaling thing. It's RuthStrategist. Alright, so grab your journal and I want you to write this down. There's the Instagram follow alongstrategist. Here's the number one key takeaway. Okay, you ready for it? Your job is to make your referral partner look like a hero. Okay, write this down right now. This is going to influence everything. Your job is to make your referral partner look like a hero. I spelled referral wrong. Ha. Drop a comment. This thing doesn't have spell check. Talking and writing at the same time. Give me some grace, sheena. Referrals with two Rs, right? Yeah. Validated off screen validation. So your job is to make your referral partner look like a hero. Now this is why people want to refer folks. So I want to ask you a question. When you refer someone about a restaurant, you say, hey, you got to go to this restaurant. Why do you do it? Because you first had what, an amazing experience, right? So people refer because you had an amazing experience. And let's be real, it's okay. I want you to be honest with yourself. Why do you refer restaurants? Because it makes you feel good, right? So when you feel good about referring it, why does it make you feel good? Because you want the credit of sharing that amazing experience with someone you care about. So when we really break this down, oftentimes referrals are selfish in a way because they make us feel good. It's self serving. So if we can reinforce this feel good and make your referring partner feel like a hero, they're more likely to send you even more referrals. So whether it's a real estate agent, a mortgage broker, an insurance agent, a gutter company, a pest control company, a paintless dent removal company, a lawn care company, these are all folks for you to think about who can be a referral relationship. Your job is to find a way to make them look like a hero. Here are some examples. You want to create an amazing experience for their customers and for them. So what can you provide? Is it by the way, in the insurance agent emails that I provide in the battle pack? You'll see kind of how I do this. But here's just a couple of insights. I want to make the agent look like a hero by giving them priority service, by being a resource for them before that claim's filed to be that first phone call to help before they help their homeowner decide what to do. If it's a realtor offering them a priority response, three estimates, which, by the way, that's a very slippery slope with agents. I'm simply giving you an example, but providing a way that will make that person feel even better. Maybe you do free gutter cleaning or something for that referring relationship that says, hey, I'm doing something exclusive. It can be a discount, an upgrade, priority service, photo, video report. But package something up that's valuable for the referring party as well as the person who was referred that way. Both people love the experience straight out of the gate when this happens, people are going to want to send you more referrals because it makes them feel good. So your mission right now is to make a list. Grab your journal and write this down. Here are 10 referring relationships. I want you to write down the types of people that you can be networking with. Listen, if you're watching this video as it was published, it's winter. My southern friends, man, we had hailstorms happening through December. You guys are in a great spot. To my friends in Minnesota, Illinois, Wisconsin, Pennsylvania, we've got clients in Maine, all of my northern friends, this is a great time for you to invest in growth. So think about this. If you're not super busy chasing deals, excuse me, that have landed right in front of you, then write down those referral relationships. And these are people who serve homeowners. So again, lawn care companies, lawn service companies. We've got paintless dent removal if you're doing hail damage. Right. PDR companies work on hail damaged vehicles, which, if their car was damaged, so was their home. You've got pest control companies. You might have security companies. You could have insurance agents, you could have realtors. And again, I'm just going off the cuff here. You could have gutter companies. These are all home services. What about window providers? And again, as you do this, your mission is who engages with homeowners? Okay, who engages with homeowners? I want you to make this list. Once you make this list, I want you to start looking these people up in finding an offer. Meaning what can I offer to these types of people to make them feel like a hero by providing an amazing experience and to help them serve their customers. Okay, Whatever the case may be. And by the way, you can do this on a commercial side as well. Same list. So your mission here to develop these referral relationships is to make the list, put together what we'll call an offer. A special valuable opportunity to provide to the referring relationship and the person that's referred to to make them look like a hero, which was the key takeaway of this whole video. If you spend some time investing in these relationships, they turn into what we consider 10x relationships. You put in the work, you develop the relationship and they feed you year over year. Now I hope this video helps you identify the list and have some action steps to develop a entire pipeline of referral relationships. Because the longer you're in this game, and by the way, when I say game of roofing sales, I don't mean this as in a manipulation. To me it's a game because roofing sales is personal development in disguise. So the smarter I get, the more clear I get. Clear, excuse me, I get about my vision and my outcome and my goals. The better I get at communicating and selling, the more efficient I get with my time, the smarter I am and approaching how I make sales, the more I earn. So if you're in this for the long game, this is a very, very valuable opportunity for you to invest your time and energy in because relationship is what it's all about. Thank you for joining me in today's video. Just because our time here, it's about to wrap up doesn't mean your and my time has to. So one last thing. A lot of this is built in, by the way, in a lot of the material inside the marketing battle pack, whether it's insurance agent letters and you know, material for churches and commercial properties and so on, it's all in there. So if you're interested in that, take a look. There's links in the description to that along with my all in one sales training, sales strategy and sales system called the Roofing Sales Success formula. So some of these resources are available at your disposal in the video description below. And if you haven't done it yet, this is your time to continue your journey with me. Click here to download a free copy of my pitch Like a pro roofing sales training video library or if you just want to keep watching, click here. I think you're really going to like this video. We'll see you soon.