TOP OBJECTION “I want to wait to do my roof” | How to Get It Sold NOW

We decided to wait until next year to get our roof done. In this video, I'm going to teach you three powerful ways to overcome that objection on the spot so you can sell the roof, get it installed, and collect on it now. And no, no, no. This is not a salesy pushy tactic. It is truly in the best interest of your homeowners. The problem is that most people don't know how to communicate this without coming across as salesy, sleazy, or desperate. And the more they push, even when it comes with good intention, the more the homeowner puts their guard up and insists that they wait on doing their roof. Because the reality is that a roof is the single most boring thing in the entire world that anyone could voluntarily spend their money on. And just like getting new tires for your car or your truck, you are going to delay, delay, delay, delay, delay and push it off for as long as possible. Now, you may know that they shouldn't, but in this. In this video, you're going to learn how to get them to see why they shouldn't. So I can't wait to get started. But before we do, welcome or welcome back. My name is Adam Bensman, and I'm on a mission to stomp the scum out. I'm so grateful for you being here, watching this video, and using what you learn because you, my friend, are supporting it. So thanks again. And hey, hey, hey. Do me a favor. Share this video in your group chat in your office, and you can be a hero, because you're going to be helping everyone make some more sales. 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. All right, let's jump right in to the first of three tips to overcome the objection. I want to wait until next year or next season. This is going to work if you're in the northern markets because winter has come or is coming or. Or if you're in the southern markets and folks just want to delay until the end of storm season. So the first is the harsh reality that if you wait, the roof will be more expensive. Now, that's not a fear tactic. And some people say, hey, you're just trying to scare me into getting a new roof. And the answer is no. No, that's not true. See, when I got into the business back in 2011, I remember for many years we would get rate increase notices from the supplier. You get the letter in the mail. It says your prices Will be going up x percentage. It was generally between 4 and maybe 6%. But if we saw one rate increase or 6%, we practically thought that hell froze over. But then fast forward until 2020 and material prices for roofing is like a runaway freight train. Companies are getting rate increase notices not once, not twice, not three times, but around four times per year. Now, the amount that they're going up has been between 6 and 12%. That's four times a year going up 6 to 12%, which means the price of a roof will go up by thousands. Now, you need to do the math based on historical data for the rate increases that you've received. If you're getting them at say 5% on average four times a year, you can pull up a compound interest calculator, put plug in the average price of a roof, let's call it $15,000. Say that you're seeing a 5% increase, which would be the interest, and you can change that to a quarterly. And then you hit calculate and it will show you the new price of the roof. Just a little backwards way to figure this out. You can sit down and even show it to your homeowners. Now, I'd recommend that you include copies of the rate increase letters that your supplier sends you if you're in sales. Get them from a member of management or the owner of the company. Just redact any private information and you can say, hey, Mr. Homeowner, would it be worth it to you to get one more year out of your roof if it cost you 2,000, 3,000, 4,000, by the way, there's some calculations I've seen up to around $9,000 more for an average roof. For many homeowners, they're going to say the answer is no. Now, again, phrase it in a question. Would it be worth it to you to get one more year out of your roof if it costs you $3,000? And then you can explain these rate increases and show them evidence or proof? Now let's move on to method number two. Method number two includes offering financing, but not just any financing. People often want to delay their roof until next year. Well, why? Many times it's because of money. They say, I don't want to do it until next year because either we can't afford it, we're waiting on our tax refund, or we don't want to deplete our savings or any money we've saved up that they're using for gifts around the holidays. So using financing, a buy now, pay later option, maybe a 0% same as cash over the next 12 months is a great tool in your arsenal to combine method one, explaining that. Hey, Mr. Homeowner, would it be worth it to you to wait to get one more year out of your roof if it costs you $3,000 more? Now, for any sane person, they're going to say no. Say what? If I told you that I could get your roof done today, it would cost you $0. Now I'd save you the $3,000 increase that would happen if we did it later. But I offer you a way to pay for 0% financing and you can take care of it next year when you wanted to do the roof. And you could even apply your tax refund towards it. This is a very powerful way to blend again, the real fear of the price going up with a very amazing solution to have them get the roof done now, not have to worry about it, avoid the rate increase, but still just pay for it later, which is what they wanted in the first place. Now let's move on to method number three and that is by turning a bad opportunity into an incredible opportunity that the homeowner didn't even see. What I'm about to show you applies to insurance claims. It doesn't apply to the retail world. Well, in some respects it does. But let's begin now, whether the homeowner has an RCV policy, an ACV policy, or any variation thereof, the homeowner is likely receiving some form of compensation towards the claim from the insurance carrier. Now, the homeowner in their mind sees this as a negative situation. My insurance company is only covering X and I am responsible for all of this. And even if it's a small deductible, if you're in one of the glory states where there's still thousand dollar deductibles or $2,000 deductibles, or if you're in a state like Texas or Florida where it's a percentage of home value or really high deductibles in the thousands of dollars. So our homeowners are looking at this with a negative association. Poor me, I have to spend thousands of dollars to solve this problem that I didn't ask for. And I would much rather spend my hard earned money on pretty much anything except roof. But this is where you come in because you can turn this unfortunate opportunity into an incredible one by reshaping how they look at this loss. See, as long as you, the contractor, do all of the work as per the scope of loss and invoice the insurance company for the work you actually do. It doesn't matter how the homeowner pays for it, as long as they are paying for it. You can probably see where I'm going here. So there are three ways to turn this negative opportunity into a really positive opportunity. But it's up to you to educate the homeowner. So on the top of the list is option number one. Mr. Homeowner, you just got a check for $7,000 from the insurance company. What if I told you that you could take every single penny and put it in your pocket to do whatever you want with? You wanted to get a new car, you wanted to get a pool, you wanted to start a remodel, any of that, you can start using that right now. That money is yours. And then we can get your roof done. Zero down, zero payments for 12 months. Or you can offer them traditional financing over however many months you're able to up to 120 months, or whatever it is. At this point, the homeowner shifts from, oh, crap, I got to come out of pocket to man, I got. I could just pocket this seven grand, 10,000, 15,000, whatever it is, put it in my bank account and use it for whatever I want. That would be fun and provide instant gratification. Now, for many people, the ability to do that in exchange for financing their roof for two to $300 a month is a really great exchange. So that's option one. Now, option two is to use the same concept, but to help the homeowner get ahead financially. So we can ask things like, hey, Mr. Homeowner, does. I know this might sound crazy, but does any of this ring true with you? I have credit card debt. I don't want to deplete my savings. I'm paying over $100 a month for my electric bill. And when we start asking these questions, the homeowner might say, okay, yeah, I do have credit card debt. The credit card debt wants us. Hey, Mr. Homeowner, listen, it's not up to me to pry into your personal situation, but I just want to share with you an opportunity that that's allowed many of the homeowners, like you that we've served to take this unfortunate opportunity and turn it into a fortunate opportunity. Because for most credit card debt, people are paying 25 to 30% interest on that debt. So if they have $5,000 of debt, they're paying all this money every single month. So now you could take that $7,000 from the roof and wipe out their credit card debt, bring it down to zero, which helps their credit and frees them from this insurmountable burden at crazy high interest. Then you finance the roof, offering them payments of just a couple hundred bucks a month. And guess what? You are very frequently able to take a homeowner who had a credit card payment of this very high amount and replace it with a small monthly investment to finance the roof. And at the end of the day, you might end up saving your homeowner 50, 100 or, or even $200 per month. It's wild. But most people don't take the time to educate their homeowners. Now there are other examples and one of them came up recently in the Roofing and Solar Reform Alliance. That's the application only community that I work with where we're on a mission to stomp the scum out. Where great roofing companies come together and share their winning secrets to help each other get ahead. And we had a member share how a homeowner literally talked himself, himself into using a very large chunk from a quite large claim on his home to pay off the loan on his brand new truck, which is a depreciating asset, which means that his truck just goes down in value, whereas his home goes up in value. And the interest rate on his truck was higher. And it was a bigger monthly burden than what he could finance this project for the roof project in the restoration using the financing options that the contractor provided. So he paid off a depreciating asset and invested the money into an appreciating asset. Very brilliant. So you are no longer in the roofing business. You need to be in the finance business to help homeowners identify hidden opportunities in what they think is a problem and turn it into an incredible solution. Now, you also heard me talk about depleting savings. This is a time of year where people don't want to take their hard earned savings if they were going to pay cash for roof or pay for their expensive deductible. And it took them months or years to accumulate that savings. Protecting that peace of mind and addressing how this homeowner might pay for it might spark the idea that says, you know what, I do want to protect the nine months or two years or five years it took me to build up this nest, eg. And I don't want to blow it all on a roof. I want to preserve it for when I need it most. And if you can offer them a financing solution today before the price of roofing goes up, before the financing rates go up, because they're not looking super great right now, I think we could all agree on you become a hero to a homeowner. So in summary, we have three different ways to help homeowners turn this unfortunate situation into a fortunate one. So they want to get the roof done. Now we're one is by highlighting the cost of the roof will go up if they wait. Two is by using a buy now pay later financing solution 0% same as cash over the next 12 months or 18 months. And then number three is to find creative ways to allocate the funds from the claim to either do something fun with pay off credit card debt or preserve their savings. Then you can finance the roof and you are a hero. Thanks for joining me in this video. If you want help overcoming cash, pretty much any other objection you're ever going to face, jump into this very next video because I'm going to show you almost every roofing objection and how to overcome it just like that. We'll see you on the next one.