The WIN BIG Referral Program For Roofing Sales [30-Day Sales Challenge]

Welcome to the 30 day sales challenge. Guys. I've been so ramped up. I've been wanting to do this forever. And what I'm going to do is teach you how to get referrals like clockwork. I mentioned this before. Okay, again, if you're joining now, start with video one. This is a sequence that's going to build on each other. You learned how to set your sales goal. I have sold X number of months and next days. You've put together a daily system. I have knocked 60 doors. I'm leaving door hangers again, not the traditional ones, the unique one. I am sending direct mail pieces every day and I am making phone calls every day to any for sale signs, for rent signs that are in the neighborhood that you see driving by. You have a system that you check off I did it or I did not do it. You learn how to overcome objections. You learn how to ace your pitch at the door by leading them with the right hook based on where they're at in the process. And you learn how to master the follow up. Because the sale is in the follow up. Yes. All the guys that are driving the big jacked up truck with the $7,000 vehicle rep. I'm a one call closer. Cool. Great. But you missed 80% of the other opportunities. So yeah, you're doing well. But you could be hitting a grand slam if you actually checked your ego at the door, had a conversation and worked the leads that were in the middle of the funnel. Guys, that's where the money is. Let's be honest, everyone hates door knocking. My job is to help you knock the least amount of doors. Yes, you got to do it. But once you're in and you follow up, it's going to be a gold mine. So in this phase, we're going to talk about getting that referral. Okay? Now in the roofing sales accelerator marketing pack, I have a printout for you. It's very easy. A write up of how it works for you to physically print out, put in your binder, show to the homeowner, walk them through it and get them to give you names and how to incentivize them appropriately, which is, by the way, not what you're thinking and it's probably not what you're doing. It's not offering them $200. After that, they refer someone and then you work with them and then you get paid and then you're going to go back to them and give them 200 bucks. That's how everyone does it. BS it does not work. What we do is we provide a $25 incentive for every appointment that is set. Guys and gals, you are the salesperson. Okay, you want what? Appointments with people. Incentivize appointments. We want to follow a psychological formula to incentivize people to give you referrals, which goes by the pic. Pic. Positive, meaning they're going to get some money immediate, meaning I'm going to pay him now and not in 25 days when the job is done and paid in full. Imagine this. Imagine you're trying to raise a kid and teach him to brush his teeth. But when he brushes his teeth, you're going to give him a candy bar in three weeks. Does he want the candy? No, he wants it now. No. If you brush your teeth tomorrow at lunch, I'll give you a candy bar. Oh, okay. Cool. Right? So that's how these incentives are going to work. Skip all the crap you've learned before. Positive, they're going to get money immediate. They're not getting the candy bar in three weeks. They're getting it now. Okay. And you can pay them on the spot. And certain meaning there's not if, ands or buts. It's not contingent on you getting the sale. Oh, can you tell me your neighbor's name? If I get that roof, as soon as it's done and paid in full, I'll stop by with a check for 200 bucks for you. Okay. All this tells the homeowner is you may not get paid because they may not want to work with you. They may not get paid for a few weeks and you're going to pay $200. How much money are you making off me? Use the $25 program. I have this all in writing. I watched a guy, by the way, when I rolled this out to the company that I used to be the COO with, I was still in contact with them. I helped them roll it out after I left. They got one salesman got eight jobs by using this. $325 were paid in gift cards to get those appointments. They led to 100% close rate. I don't know. By the way, if you double check that math, then it sucks because I'm not good at math. So my point is this. When you use the right incentive program, you're going to get people who want to give you referrals. And how it works is this. You say, hey there, how's the process been for you? Have you enjoyed working with me? One, I'd love to know how I can improve my service. Or two, if you are happy, I'd love to hear about it. Wait for them to respond. If they say, you know what? By the way, by bringing it up this way, it shows people that you care about them and you actually care about quality service. You might find something where they're like, oh, I wish you didn't text me so much. I prefer phone calls. Super. I appreciate that feedback, but you're going to get it. And the chances of getting referrals down the road is much higher. And if they're happy, you say, thank you so much. Now, I have built my business on word of mouth referrals, and I would love to help anyone that you know, whether enlist them, by the way, to get their mind going. Any friends, family members, co workers, neighbors that might be able to benefit from my services. Now, who do you know that I might be able to help? Now, again, that body language trick we learned before, you're not asking, do you know anyone? You are asking, who, do you know that I may be able to help? And we wait. It's okay if it's uncomfortable. Blade your stance, open it up, Let them see the paperwork. Let them do this. Wait for the conversation to start by not making eye contact and letting them think if you sit there and stare at them or waiting for the referral, I mean, I hope that made you awkward. I felt uncomfortable. And you're not even really here right now. Okay. Like, you need to do it in a way that invites them to dig deep to say, you know what? I got this co worker, Peggy. She lives next. I'll just. Yeah, I'd tell her about her. Because people want to be a hero. Everyone loves to recommend a movie, recommend a good restaurant, recommend a good contractor. It's just how people are. Then you say, I have a really great program as a way of saying thank you to people who send me the referrals. And what I do is, anyone I make an appointment with, I want to say thank you by offering you a $25 gift card. And by the way, you can use a local restaurant, you can use a gas station franchise, you can use just a Walmart gift card, a grocery store, or even a local restaurant that everybody loves. Okay? Use something that applies to everybody, but have them get them in advance. They're 25 bucks, guys. Get them in advance and say, for everyone that I set an appointment with just to talk with. It doesn't even matter if I work with them or not. I just want the opportunity to sit down and chat with them. I'll give you a $25 gift card for each one. And there's no limit to participation. You can even use my story. I had a guy give out eight of these things in a day. By the way, I forgot to mention that was from one customer. Not two customers, not three. That was one customer from following the system because people said, oh, 25 bucks, you know? Yeah. Oh, my neighbor there, I know her name. I know his name. Yeah, that's like my son's best friend. Oh, dude. I've had people that have literally grabbed me by the hand and walked me to the homes. It is a lay down. You sit there and you say, hey, here's 25 bucks for Peggy. Here's 25 bucks for Sam. Here's 25 bucks for your dad, by the way. He's a hysterical guy. By the way, here's 25 bucks for your. And it goes on and on. So what you need to do is ask every single person and use the system. If you're not willing to pay $25 to sit down with someone, it's because you're not confident in your own abilities. And that's okay right now because that's what this channel is for. So watch all these videos. You're going to get confident and use this system. So here's the challenge. For this 30 day sales challenge, I want you to go through every single customer. If you're a new salesperson, everyone that you have signed up, everyone that you've gotten approved, everyone that you've started production, picked up a check, go to them now. Okay? As long as they're a customer. By customer I mean you have a contingency. Sign a build contract in production. If you're a seasoned salesman, I want you to go through your entire book of business as long as you can find every file. And I want you to reach out to them and say, hey, listen, this is what's going on. We're helping folks do this. I loved working with you and I wanted to let you know about our referral program. If you were happy with our service, I'd love to provide a $25 gift card to blank for everyone that you think I might be able to help. Not say everyone you refer to me for appointment. Everyone you think I could get help, please reply to this email, call me, I'll take down their name and number and I'll personally swing it by or pop it in the mail. Okay? And the beauty is when you deliver that, you can ask for more. You can say, oh, here's 300 DOL or 325 bucks. However many referrals you got, say if you know of anyone else, there's no limit to participation. Make it playful and fun. This stuff doesn't need to be serious. So the challenge, go ask for those referrals. Old book of business, existing book of business. It does not matter. Tap into every opportunity. This is your middle of funnel and bottom of funnel. These people that are already customers, how to maximize those sales without doing the dreadful work and knocking doors? Guys. All right, what I want you to do is drop those comments below and tell me how the system is working for you. If it's not working, by the way, I guarantee you there's something that needs to be tweaked and join me on one of the lives coming up. I'll walk you through it because anything you learn on this channel, I get this feedback. Adam, I tried this and it didn't work. Sometimes I end up on the phone with people or exchanging emails or Facebook messages and I find that little tweak and I'm like, oh, man, all you got to do is this little thing and it'll make the world of a difference. So if you first, don't succeed, don't worry, don't beat yourself up. You need to say, rewatch the video. Did I do it right? Did I do what Adam said? Did I do it to a T? Did I use the right language and the right body language? It will work. I freaking guarantee it. If you want my cheat sheets, if you want all my marketing material that I've referenced, if you want my referral system, the little printout to use with homeowners so they can visualize it and see it, leave it with them. Put it as part of your build contract. It's critical. Okay. And don't be afraid to leave it with them. And that way, when you come back. Hey, did you see that referral sheet I left in your folder? Yeah. Let me tell you about how that works. Let's get it out. And you get it out and you walk them through it. Leave people with these things. Okay? Combine the paper marketing, the door hangers, the stuff you leave at their home with what you talk about when you're there. It all comes together to create a system that's going to help you ace this 30 day challenge. Drop those comments below. Check out the roofing sales accelerator marketing pack link in the description. You'll get instant access to it. The next page will walk you through everything. If you have any questions, join me on the live. I hope you're crushing it on this 30 day sales challenge. See you in the next one, guys.