Turn Roof Repairs Into Full Replacements

What if I told you that it was your responsibility to flip repairs into replacements? You might be thinking that I was being greedy or a salesy person. And if the homeowner wanted to repair, why would I bring up a replacement cost? And on the other side, you might be a sales driven organization. It's like, yes, yes, yes, we want to flip repairs in replacements. It's a bigger ticket item. And all of those can be true at once. But at the end of the day, it's about helping our customers make an informed decision. And I believe that it's our responsibility to help our customers not only make an informed decision, but understand their options and help them choose the best one. And that's why what I teach is when we open up a sales appointment, we state our mission and purpose, which is to understand the customer's needs and their roof, to show them their options and help them make a decision, even if it's not with us. So in fulfilling that mission and helping customers make the right choice, whether you're someone who says, hey, if they want to repair, give it, or someone that says, push for the replacement, for both of you, I think you're going to find something incredibly valuable that can help you deliver an amazing experience so you indeed can smash your income goal. Hey, a quick welcome or welcome back. Adam Bensman here, the roof strategist. And everything I do here is designed to do just that, help you smash your income goal and give every customer an amazing experience. So what I want to do today is break down the math. And for all of you who've been tuning in, I'm just so glad to have you here and thank you for joining me on such an incredible journey. I wouldn't be here without you. So that was my way of saying, if you've been tuning in, you know that I'm horrible at math, so correct any mistakes that I might make in the comments section below. So how do we flip repairs and replacements? We do this by helping homeowners understand their true costs. Okay, the true cost of the repair. And most people don't. They say, hey, the repair. An average repair for this example, by the way, is going to be, let's say, $2,500. Okay? So if someone has a repair on the roof, it's 2,500 bucks. And when I've surveyed people, I said, hey, if you're going to do a repair on a roof, how many more years on average will that roof last? And the number that I keep hearing is five years. Okay, so. So you're going to spend 2,500 bucks to get five more years out of your roof. Because generally speaking, those repairs are coming towards the end of the service life of the roof. And I do recognize that there are anomalies here. There's shoddy workmanship, flashing that wasn't done. But oftentimes it's fixing the pipe jack whose seals, you know, finally dry rotted out. And again, it's towards the end of the roof life where the field shingles aren't failing, but they're showing its wear. So for this assumption, is it Safe to say $2,500 average repair to get five years more from the roof? Okay, now let's break this down even more, because we're going to share this with our homeowners, and you'll see how I share it at the end. But let's say for today, an example roof, average roof. And I'm going to use this. 20,000 bucks. I know up north in our northern markets, it's going to be higher. In southern markets, it can be lower, even closer to 12,000. So adjust as you need to, but you're going to get the core concept. So this is a $20,000 average roof price today. Again, for simple math and knowing. So again, the northern markets, where the prices of roofing are a little higher. And factoring in Florida as Well, okie doke. 20 grand. Now, in today's economy, with rate increases that are coming quarterly to the tune of 5 to 12% again per quarter, and these are again up and down. But we've just seen a recent rate increase through distributors. So what we're seeing at this average roof price with this quarterly rate increase, what does that mean? That means in the simplest terms, that on average, every five years, the price of roofing doubles, which means a $20,000 roof today will be $40,000 in five years. Okay, $40,000. So now how do we communicate this to our customer? They called you out for a repair, a $2,500 repair. Okay. Many people, which I don't agree with, just do it. Without educating customers of this choice, we'll say, hey, it's 2,500 bucks or $20,000 to do your roof. Most people are going to say, well, I don't want to spend 20 grand. I'm just going to spend 2500 because I can get. I can push that bill out five more years. And that's logical. That makes sense. But what people don't understand is the true cost, which is what we're going to communicate to our homeowner so, Mr. Homeowner, an average repair is about 2500 bucks or your repair is 2,500 bucks. You'll get about five more years of the roof. Many people, at first glance, here's the estimate for your roof today. 20,000 bucks are going to say, hey, let's proceed with the repair. Because I can just, you know, let's punt the. It's worth $2,500 to not have to spend 20 grand. And I get that. But here's the true cost. See, we're getting rate increases of 5 to 12% per quarter. And by the way, we want to show proof. So take your distributors rate increase notices, pull out any private information and share them. You'll be able to fan out four to six of them. And again, some are quarterly. I know that there's a few that are doing it even more than quarterly. So you'll have this many rate increases. This is what's happened this year. And these have been continuing since about 2020, which means that in five years, that roof that I just showed you that you were expecting to spend 20 grand on is now $40,000. So if you do proceed with the repair and you're going to spend $2,500 today on the repair, and then you're going to get five more years from the roof, and that roof is going to be $20,000 extra more money than today. Okay? Which means that if you do proceed to do this repair, this repair will ultimately end up costing you $22,500 is what that true cost of going with the repair, but versus going with a $20,000 roof today. By the way, let me share with you our wildly affordable financing options, because not only with the rate increases going up, we are also seeing financing going up. Home loans are going up. Everything is tied to home loans. And the Fed's expecting even more rate increases this year. So, Mr. Homeowner, I'm happy to do either the repair at 2500 or lock you in in today's rate on our roof with the greatest financing available. Just so you know, if you do decide to wait, you can expect to spend about 40,000 on your roof in five years. And you'll be subject to the rate, the financing options at that time, which means not only will your monthly investment be higher, you're going to tack on higher financing. It's going to be more than twice as much in five years than it is today. Now, knowing those options, which one would you prefer to take? Would you like to go with the repair today? Or do you think it'd be worth it to you to spend an extra 22,500 bucks in five years? Again, I can lock in today at the $20,000 roof or the finance at this amount. Which option is best for you? Okay. This is communicating the true cost of the repairs. It takes time, but this is why I believe every single homeowner. This is ethical selling, my friends. This is giving people the best path forward. This is why on every repair call, we need to show them an estimate to start supplement the repair, to say we can do this or this. And then we spell out what this will look like if they decide to wait. And if you're still resistant, I want you to picture it being your grandmother. What if it was your very own grandmother they called a roofing company. They knew about all these rate increases. They knew that that repair would only last five years. She gets the quote for 20,000. Five years down the road on her fixed income in retirement, she calls up that roofing company, they come back out and they give her an estimate for $40,000. And. And because she's your grandmother, she kept the original one at 20,000. She's sitting there saying, I don't understand. Why didn't you tell me that the price was going to double? I would have done it then. And when I think of it like this, like if it was our very own grandmother, we would want what's best for them. And this is truly what is best for most people. And if it's not, it's up to them to make that choice. But I believe it is our responsibility to present this information the right way. And of course, when we do, the answer is clear. You're going to end up walking out of the house with many of these. With a full roof replacement versus a repair, it is a win for the homeowner because you just save them 22. 5. And it's a huge win for you and the company because you turned a repair into a replacement. So that's all I have for this video. Now, I'd love to hear your thoughts in the comments below. If you agree with this philosophy or you disagree with this philosophy, or if you're using it, is it working for you, let me know. So, again, thanks for joining me. And just because our time here is about to wrap up doesn't mean you're in my time has to. So if you're in retail sales, hop right into this playlist. And if you haven't yet done it, I think you're going to love what I have inside my free training center. And you can get in right here. And it's 100% free. There's no catch. We'll see you on the next one.