URGENCY to Close Retail Roofing Sales | Shocking Truth About "Waiting To Do The Roof"

Urgency is one of the most powerful tools to use, especially in retail sales, to get homeowners to take action. Now this is especially valuable when you hear the objection we want to wait to do the roof or when they say our roof is fine, I think we can get one, two, three more years out of it. In this video, I'm going to be teaching you a very powerful strategy to use urgency to drive sales. And I know what you might be thinking. Adam, urgency. Are you about to teach us about same day discounts or making deals disappear or one time only offers same day decisions? And the answer is no. Although those can be effective, I'm not a huge fan of them. There's a time and a place. But what we're covering in today's video on urgency is a fact based practice to educate homeowners. So they take action now because the reality is most homeowners don't get excited about writing a 15, a $25,000 check to buy a new roof. They would much rather purchase a new car, a kitchen remodel, a bath remodel, or take themselves on a heck of a vacation, two, three or even four. So in this video I'm going to be teaching you more on urgency and you're going to be able to follow this exact strategy on the very next sale you make. Now, thanks to your feedback, you've been asking for it. Adam, more videos on retail. We do retail. Your storm stuff doesn't apply. Well, the good news for you is our all in one sales training, sales strategy and sales system that's being used by thousands as we speak works for both storm and retail. In fact, I have different training tracks and different material in the battle pack for storm and retail. And just this week I got back from training an amazing team in Ohio whose lion share their business is on retail. And tj, this gentleman right here just did this. TJ closed one against our biggest, two of our biggest competitors that are always priced higher. TJ was the last person in the house two days after training four follows the plan, more expensive walks out with the deal. So my point in sharing this is retail is right in my wheelhouse and I am super excited to be doing more of those videos for you. So thank you for the comments, thank you for the suggestions. If you ever have an idea on a video, drop a comment on one of the YouTube videos because I do see those and respond to all the constructive feedback. So before we get into today's video on urgency, I just want to say welcome or welcome back. My name is Adam Bensman, the roof strategist. And everything I do here on the channel and in the podcast is designed to help you and your team smash your income goal and give every customer an amazing experience. And part of the amazing experience for customer is an education based experience so they can make the right decision. And that's what we're going to be covering here. But right before we do, if you haven't yet done it, I'd like to invite you to this free offer and that's to download a free copy of my pitch. Like a pro roofing sales training video library. You can enter your name and email. You'll get instant access. We got over 260 videos in there and a playlist on retail. So you can see all the videos that are more retail specific from closing and presenting things like that, and there's a link in the description. Or you can head over to theroofstrategist.com right now to get your free copy. Now, let's jump into urgency. For those that don't know, and I'm guessing you probably do, but just in case, urgency is providing a reason for people to act now, meaning urgent. It's important that we do this now for fear of not good things happening. And the reality is those not good things are expensive, but we have to find delicate and tactful way to educate our homeowners. So here's what we can do. And I'm going to jump right in to a little bit of role play because I'm going to show you exactly how I would explain this to a homeowner so you can see it in real time. Also, by the way, thank you for the feedback because people have been asking for that. So here's the deal, Peggy. We all know who Peggy is. Peggy, I understand that your roof is fine and you may want to wait till next year because you're not having problems with your roof. But Peggy, I just want to give you all of the facts to help you make a decision that you're comfortable with, even if it's not with me, and even if it means waiting. But it's very important that you understand what I'm about to share with you. Okay? First, on average, our stock market, you'll see how this makes sense, has performed between 9.5 and about 11.2% annually. This is the stock market for the last 50 years. Okay, 9.5 to 11.2% annually. Meaning if you invest that money, it's going to grow at 9.5 to 11% annually. Well, here's what's not so pleasant. The cost of roofing is going up currently with 7 to 12% increases. And these are quarterly. This means that the cost of roofing is going up exponentially higher and faster than the stock market itself. So I want to show you what this means to you. Pegg assume that your roof costs $15,000, which is about the average for a cost of roof in the US right now for a single family home. Now today's dollars, this is 15,000 bucks. Let's say you wait just one year. If we see that 7%. So we're going to make this assumption on a 7% quarterly increase. And by the way, this is on the best case scenario for just material which does not reflect labor or any other rising cost. A 7% increase every quarter means that your roof is going to cost $19,661 in one year, which is a difference of 4,661 bucks. Now if the worst case scenario comes and if we start seeing these 12% rate increases, because the reality is, Peggy, you know what goes into shingles Oil. And we see what's happening with the cost of petroleum. So with freight costs increasing, the cost of oil increasing means the manufacturing cost increases paired with the supply chain issues. It would not be unreasonable to see these 12% rate increases or even higher. Now they could go up. But I'm going to just share with this number means to you over the next year. And what that means is that your roof is the exact same roof is going to cost $23,602 in one year if you decide to wait, which is $8,602 extra. So if you wish to wait, which you can, there's a couple things I want you to be aware of. One, if you do wait a year, you will likely end up spending over 4,000, almost $5,000 more for the exact same roof by waiting longer. In addition to that, if on the worst case, you could be spending up to 8, maybe even $9,000 more by Simply waiting a year to do your roof. Now in addition to these rising costs, we have material availability issues and the potential of a leak inside your home or other failure points. And what we'd hate to do is band aid those, have you throw more money at your roof and then have have to come out of pocket for an even more expensive roof for the same thing. And then the last thing, Peggy, that I want to share with you is you've seen what's happening in our economic climate. The interest rates today are only expected to go up a few percentage points this year. Which means not only if we decide to do this sooner, meaning you decide to do this sooner, you can get your roof and save between 5, 4, $5,000 up to about $9,000 and have a lower interest rate. Now. Peggy, the reason I'm sharing this with you is many of the customers we serve have heard this information and decided, you know what? I'd rather not spend more money on the same exact product. And it more meaningful for me to get the roof done now, be protected by not only the labor warranty, but also the manufacturer's warranty so I can have complete peace of mind that my roof is fully protected. And if anything does happen inside, I've got a resource to call, pick up the phone and call to get it taken care of. And. And I'm going to end up saving a lot of money while locking in if you choose to finance a better interest rate than we will likely see in the future. End of role play. Now, I want you to look at this. Did you guys know any of this? Did this mean something to you? If you were the homeowner and you heard this, would you buy that roof now or would you wait? Yeah, my point exactly. So you just learned an incredibly powerful technique on using urgency, real urgency, not any of this gimmicky stuff, not pushy sales tactics, but in line with a value based and education based sales approach that allows your homeowner to make a decision that they're comfortable with and with all the facts. This is a true servant's way of selling. And in my opinion, this is ethically our responsibility to share with homeowners because so far as I know it, I don't see car prices going up like this. I know the used car market is a little gangbusters right now, but I don't think it's going this crazy. So what I want you to do next is, is use this information. You can re watch this role play, scrub it back, learn what I talked about. With the price of the stock market on average. Excuse me, the rate of return on the stock market being 9.5 to about 11.2% on average over the last 50 or so years. Then the cost of roofing going up 7 to 12% per quarter. And you can double check my math. As you know, I'm horrible at math, so I have a little cheat code here to remember these numbers, but you are welcome to double check them and if I made a mistake, drop a comment. This video, I'd love to hear from it. Hey, if you liked this video, give it a thumbs up and subscribe. And if you have suggestions or other information you want me to cover in upcoming videos especially on retail, please comment below. I do look at them and take them to heart. And last thing before we call it a wrap. If you or your team is looking for a highly effective in home sales system then I highly recommend that you get your hands on our all in one sales training, sales strategy and sales system that I call the Roofing Sales success formula. Covers everything from knock to close for storm and retail. There's a link in the description below or you can call our office text at 303-222-7133. I'd love to chat with you. Hey, if you liked this video and you want more, hop into this retail playlist and if you haven't yet done it I'd love to have you here in our community. Click the subscribe button and I will see you on the next one.