STOP Confusing Homeowners! Master The Art of Simple Selling

Stop confusing your homeowners and make things simple. Because when you confuse, you lose. I'll be teaching you the power of analogy and my three favorite analogies that you can start using right now. You'll grab each of these, put them in your pocket as a little toolbox tool on your tool belt and pull them out and use them in your sales appointments to make things simple. Because when people understand what's going on, they trust you, they like you, and they buy from you. So let's get into it. My name is Adam Bensman. Welcome or welcome back. Now let's get started. Roofing sales is personal development in disguise and the reward for growth is life changing. I hope my content helps you create a richer life and bank account. Alright, I Remember back in 2011, I just got into roofing sales. I'm sitting at a kitchen table with a homeowner and I'm having to explain the insurance process to them. And it was barely understandable by me at this point. And I'm like, okay, well first they're going to pay the actual cash value. It's not the full sum of the roof, but don't worry. Then when we're done, we're going to file for depreciation and then they're going to release the additional monies due in. The homeowner is just like glossed over. And I could tell that they were confused. She didn't get it. And because she didn't get it, she got uncomfortable. I mean, imagine this. Imagine I was about to sell you on like the best money making investment strategy ever. And I'm like, you can make all this money and you don't get it? Or you're like, well, I trust you. Here it is. No, you're like, I have to understand this before I put my money in it. And the same thing goes for selling. And I just use what I'm about to teach you and I didn't even realize it, which is an analogy. So let's talk about the power of analogies and what they are. An analogy is a comparable story that takes a complex idea and makes it relatable and easy to understand. Okay, so a comparable story. So in this video I'm going to share with you my three favorites and I'm going to share them for both Storm and retail. So it doesn't matter what you're selling. I promise what you'll learn will apply to your personal sales in your life and empower you to close even more. Alright, let's start on the insurance side. I'm Going to bust out analogy number one. And hey, right before I do, if you have a team group chat, this is the perfect video to drop in there and share with the company. Because everyone's sales skills are going to skyrocket from this one video and they're going to thank you for it. So be a hero. Share that one right now. Thanks. Okay, so the insurance process, again, it's confusing. Actual cash value, depreciation, blah, blah, blah. Like it doesn't make sense. So what I use is an analogy. An analogy is a relatable story. And for my first pick of the litter, it's going to be cars. Every homeowner, I shouldn't say every. Almost every homeowner has a car. So I'm going to use an analogy of a car that's relatable, keyword and pro tip relatable to them. So if I'm in a higher end neighborhood and I see a BMW or Mercedes in the driveway, I'm going to use an analogy about the BMW or the Mercedes. But if I see a Toyota Camry in the driveway, I'll mention a Toyota Camry. You get the gist. All right, so let's say this homeowner I'm serving is driving a Ford F150 and maybe it's 7, 10 years old. What I'm going to say is, all right, here's how the insurance process works. You can see it's really confusing, but my job is to make things simple. Here's how it works. Let's say you bought your Ford truck that was in the driveway brand new, and then 10 years later, it's parked on the side of the road, someone does a hit and run and your truck is totaled. The insurance company, do they write you a check for the brand new. A brand new F150 today or a 10 year old one that has similar miles and a similar trim, right? No, this is 10 year ones. They're going to write you the check for the vehicle, what the value of it is today, that is the actual cash value, meaning what it's worth today. Then once we complete your roof, we let the insurance company know and see this difference between what it's worth today in your brand new truck. That's where they pay the difference, minus your portion, which is your deductible. Okay, See how simple that was? I just explained the entire insurance process with an analogy. You have a car, it was new, it's not new, it gets totaled. They pay you this amount and then at the end we file for depreciation. You pay everything else minus your deductible. Piece of cake. The power of analogy. Making complex things. Simple, Simple. Are you using that one? Let me know because I shared it in a video. I'd love to hear from you. Okay, now the next analogy. This is one of my favorites and it's for synthetic underlayment. So many roofing contractors out there are selling or providing synthetic underlayment as a standard upgrade for everybody. So I have some people say, hey, we do synthetic underlayment on every project. And others it's a tool in the toolbox for an upgrade. So let me give you one of my favorites. If I tell a homeowner, it's synthetic underlayment. Synthetic meaning fake. What? Underlayment. I don't care. And then many people will be like, oh well, unlike traditional felt, which I don't have felt, but I have, a piece of paper is going to tear. You know, they're like, I don't care, I'm not walking on my roof. And once it's covered, like, what does it matter? So many people will skip the synthetic underlayment. So now I use the power of analogy, and here's how it works. Alright, Mrs. Let's use Peggy. We haven't used Peggy in a while. Peggy. Imagine you're at a ball game and all of a sudden the skies turn this nasty grayish brown and it just downpours rain. And of course there's someone at the ball game selling ponchos, those basically cheap garbage bags you put over yourself to keep the rain out. Then after the game ends, you're walking back through all the stairs at the stadium and you get all the way back to your car and, and you're drenched inside. But it's not from the rain, it's from your own sweat because that garbage bag doesn't breathe. So it traps all of the heat and all of the moisture, which is why you're wet even though you put it on to keep the rain out. But synthetic underlayment is like a high performance rain jacket. Imagine you're in the game, but you came prepared. You put on your high performance rain jacket and you walk back to a car. You're just dry. And, and the reason you're dry is the high performance rain jacket has fibers that are breathable so it can let that heat and moisture out, but also is impenetrable to water coming in. Okay, so that's my second favorite analogy. All right, the high performance rain jacket. Are you using that one? Drop a comment below. And if you're not, but you're going to start. I hope this helps. And then my third one that I like using is tires. And the reason I like to use tires is again, everyone, most everyone has a car and a roof is just like tires for a car. And I tell homeowners this, Mr. Homeowner, a roof is like tires for your car. And if you're like most homeowners, you want to run your tires as long as you possibly can, just the same as your roof, right? They're expensive. No one likes buying a roof or buying tires. You say, how much life can I squeeze out of this? To the very last minute. Now imagine this. Imagine you're running your car and the tires are probably should be due, but you could squeeze out maybe just a little bit more. But then you find out that you're in the tire shop and they say, hey, guess what we just found out the cost of rubber is going up and it's going up a lot. So if you wait to replace your tires, it's going to be an extra $500. Now at that point do you say, okay, I want to replace my tires today and get the lowest price or, or is it worth two months to spend $500 more to get that much more life out of your tires? Yeah, most people are going to say, no, I just get the tires now. And Mr. Homeowner, that's what's going on with your roof. So the price of roofing is going up about every quarter since 2020. And at the rate which is 4 to 12% per quarter, we're seeing roofing prices double nearly every five years. Which means if you say, like many homeowners, let me put this off till next year, the price of your roof could go up 1, 2, maybe even $3,000. So would it be worth it to you to get one more year out of your roof? Which is the idea of being mindful in getting the most from your money. Would it be worth $3,000? Is that to you getting the most for your money? For most people the answer is no. Okay, so again you can see the. I'm taking the idea of the roof and I'm using the analogy of tires. Are you using that one? Drop a comment below and let me know. Alright, so there you have it. Those are my three favorite analogies and I'd love to hear from you what your favorites are because hey, I could make this video like 20 times longer, but we'd never leave here because I use analogies all the time. In this skill of using analogies allows you to take all these complex things and make them simple. And just remember you, your goal is to make it relatable to the person that you're serving. Thanks for joining me in this video. Jump into this very next one. I'm going to teach you the entire process of explaining insurance money using analogies because it's going to help you close even more sales. See you in the next one.