A short excerpt from an Adam Bensman live training (YouTube video) advising roofers how to handle the common homeowner objection "email me the estimate." Bensman explains why homeowners ask for emailed estimates (burned by high-pressure past sales), recommends insisting on an in-person 45-minute appointment to assess needs, show options, and help make a decision, and provides exact scripted language (including an elicitation/assumptive technique) to overcome resistance.
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Never email an estimate again. It's a common objection for homeowners to keep you at arm's length when they're out farming for quotes. And they'll say, hey, just email me the estimate. This is becoming more and more common. And in fact, I ran a training in Boston and I had a gentleman say to me, he goes, adam, homeowners are giving me this objection more now than ever. They're saying, email me the estimate. And the reason is because they've experienced such high pressure sales that the previous roofing company came out not with one sales rep, but two. It was a four hour appointment in the home. They wouldn't leave. The homeowner thought, hey, I'm never dealing with this again. I'm not talking to another roofing company. And it's happening more and more and more, especially in that region and especially in the retail world. But whether you're selling retail or insurance roof replacements, you're probably getting this objection. So what you're about to watch is an excerpt of a live training event that I ran addressing this objection. So you know exactly what to say so you don't waste your time emailing estimates. You can get in front of the homeowner. They understand why, and you can start closing even more deals. Before we get to today's video, video, I just want to say welcome or welcome back. Adam Bensman here. And 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. So if you want even more binge worthy training content, whether you're an owner, a manager, a rookie, or a seasoned veteran, jump into my free training center right now. There's a link in the description. And hey, don't forget to subscribe and hit the bell. I got new uploads coming every single day.
Now. Let's jump into today's video. So the question was, I'm getting the objection. Hey, I don't want to meet with you. Can you just email me the proposal? Is that what you're hearing? They just want the estimate emailed.
Have you guys been hearing this?
Raise your hand if you've heard this a lot. So here's the reason why I was in Boston when I heard this gentleman comes up to me, he goes, adam, I am encountering this resistance more than ever because there are some companies that are leaning so hard into hard selling.
Cause they're desperate right now.
So they're sending two people out to the home and this woman says to this customer or this roofer he says, listen, I don't want you in my house because the last roofing company that was out, they sent two people and they were in my house for four hours. All I want you to do is email me the estimate. So what I want to do is.
Meet with that homeowner, meet them head on.
And here's What I'd say, Mr. Homeowner, first of all, I respect your time and I know you're busy and I'll make this quick. But the way that we do business is to meet with you to one.
Understand your needs, two, show you your.
Options, and three, help you make a decision even if it's not with us. The appointment with us will take roughly 45 minutes, and I promise to deliver the estimate at that point. When's a good time for you?
And I just.
That's how we do business. I just explain how we do business and if there's resistance beyond that, then I'm going to explain it like this. So oftentimes, when you set the parameters and expectations, it'll be 45 minutes, one hour, whatever. And what you're going to do, it will often put them at ease. If they say, I just want you to email me an estimate, first of all, I won't do that. Like, if you want me to email you an estimate, I'm just not going to because why would I waste all the time for when that's being done? I have not talked. There's one company I've talked to that has higher than a 10% close rate doing that. So I'm wasting 90% of my time. What I will say to a homeowner is this. Tell them exactly what they're thinking. It's a technique known as elicitation. So I'm using assumptive statements. And then if they're right, they're going to validate them, and if they're wrong, they're going to correct me. So I'll go like this. Hey, Mr. Homeowner, listen, I understand. Sounds like you might have been burned in the past. Roofers are showing up at your house, they're doing some hard sell, and they want to walk out of the house with your money in hand. And I completely respect you wanting to just gather some estimates so you can make a decision by what you find to be a better value. They're going to say, yes, say, listen, the way we do business is we know that roofers that provide these written estimates are preying upon homeowners who don't know what they're looking at. We'll talk about this later today as well. And if I just give you an estimate, what you're going to do is compare how that roofer made you feel and what the dollar amount looked like and have absolutely no clue what's actually going on. And it's simply not how we do business because we want to make sure you're informed. If you're willing to spend that 45 minutes with us, we'll happily walk you through that process. But if not, unfortunately we aren't able to just send you an estimate. Your customer needs to fit in your box of how you do business. We don't fit in the customer's box. And a gentleman Mark shout out to.
Mark in the pitch. Pro movement.
That's the community and mastermind I talked about. He says if a customer won't give you his time, he won't give you his dime. I like that rhyme. It really resonates. And it's true. If they don't give you their time, they won't give you their dime, so why bother? So did I address your question? Awesome.
