WORST Advice Given in Roofing Sales (and most common)

The worst advice that is widespread in roofing sales is this. Sales is just a numbers game. That is garbage. I hear this all the time. And for some reason we're telling our new hires and even seasoned veterans, ah, sales is just a numbers game. As if you could just like pluck a body off the street or a little kid like plopping down be like, all right, kiddo, go hit some doors. It's a numbers game. You hit 100, you'll make a deal like, no. This leads to false expectations and it leads to continual failure, maybe even second guessing yourself if you've been told this advice, second guessing yourself, that you're hitting all these doors and nothing's happening for you. Yet. These guys over here, guys and gals on the team, they're raking in deals and you're wondering, what are they doing that I'm not doing? If sales is a numbers game, I'm doing more. Why don't I have those results? And then it leads to stagnation where there's no improvement because we're focused on the wrong thing. We, we're focused on the numbers and that's it. And it is total garbage. So in this video, I want to reshape our relationship to this widespread horrendous advice that sales is just a numbers game. The air quotes around the word just because that word is the problem. Because the truth, my friend, is that sales is partially a numbers game. But the partially part is dependent upon the two elements that I'm going to teach you today to help rewire your focus and on these two things to help you sell even more, even faster and even easier without having to get in front of as many people, whether it's a storm damage, self generation process, or retail. As your leads are coming into your office now, let's get to it. First, I want to say a quick welcome or welcome back. My name is Adam Bensman, the reef strategist. And everything that I do is designed to help you and your team smash your income goal and give every customer an amazing experience. And the reason I do what I do is because I estimate that about 66% of roofing salespeople quit or get fired in their first year, which leads to this massively high turnover in the industry. And I believe that the root cause of that is because those poor people were not equipped to succeed either mentally, meaning what to expect, meaning they were given garbage advice that sales is just a numbers game or not being prepared for rejection and the difficulties and challenges not being prepared to overcome our own Inner demons, all of this and then not being prepared tactically and I can help with both. And I'm glad you're here. So if you are new here, hit the like button and subscribe. I'm so glad to be spending our time together. If you like these videos and want more, you're going to love what's inside my free training center. And the reason that I want to direct you there, which by the way, there's a link here, you can text the word free to 303-222-7133 is because I get people that email or direct message constantly. Adam, can you make a video about this? In about 75% of those suggestions, I already have a video in there and they're all inside my free training center. So I just want to help put them in your hands even easier. So click the link or text free to 303-222-7133. Alright, let's rock and roll. Sales is not just a numbers game. It is partially a numbers game, but it is most importantly based on these two principles, these two elements that I'm going to teach you today. And I want to prove to you the reality behind these. Here in just a minute, I've got some stories I'm going to read to showcase that I'm not making this stuff up. And this is just a couple of stories from hundreds and hundreds and hundreds of them that are on our website. If you go to our website, by the way, there's a link in the description below to learn more about our system. You can click up at the upper right on results. There's literally hundreds of of unsolicited results, reviews and success stories. These are people that were so moved that they posted, excuse me, they messaged me, we posted them up and many of them we haven't even had time to upload quite yet. Alright, now let's set the record straight. Sales is not just a numbers game. That's garbage. What sales is, is two big things. Your list. This is element one, your list. Now let's break down what a list is. Imagine you were working in a call center. You might have a call list of a bunch of names and phone numbers. That's your list. We don't really have that in roofing sales. I know some people have call centers, but I want to break that idea for you. For you, it's about who are you speaking with, who are you trying to sell. That's your list. Your list is your list of addresses, your homeowners. Alright, now imagine that you Walked into a neighborhood and you're in this brand new neighborhood and you're like, wow, this is a mecca of opportunity. Because sales is just a numbers game. Right. And there's 80 homes in this place. And then as you're scanning, you see that 80, 50 of the 80 roofs, they've already been done. Then the other 20 that haven't been done have yard signs staked in the driveway, excuse me, in the lawns. Which means that they are likely under contract. And I do not believe in walking other people's signs, by the way. Then we've got 10 houses that are unmarked. That could be a potential prospect for me. Of those 10, two people are home. But if sales was a numbers game, all I would have to do is just go hit all the doors and I should get the results. Right. But I think if you followed along, would you agree that of those for today, there's really only two people that I can have the opportunity to sell today? Yeah. Now there's the other eight. So the 10 that didn't have mark two were home. The other eight, I can use other strategies like direct mail, sending letters. So when they get that, they take a look and they're like, oh, wow, they might call you, or taping a letter on the door or. Or if you're using my sales system, you're doing both. You're taping the letter on the door. If they're not home, sending the direct mail letter that way they see this, the blue painter's tape, they pick it up, they read it. That's first impression. Next, they get into the mailbox. In a few days, they see a letter that you stop by, you show back up, you knock on that door and you say, hey, my name's Adam. The reason I'm stopping by today, I actually left you a letter at the door. And in fact, I took the time to send you a letter in the mail. And I wanted to stop by and ask what questions you had for me. I. The letter I sent you. So now I'm spending all of this time getting in this neighborhood and hopefully those systems work. By the way, those 10 prospects, that's a lot of effort for just 10 people. Those will lead to sales. So I have 10 people and let's say I get two deals. Wonderful. But that's a lot of work. That means the majority of my efforts were spent on a list. I had a list of 80 people, but I only worked 10. I want to ask you, is that an efficient use of time? No. Would you say that sales is Just a numbers game then? Probably not. The truth is sales capabilities in the roofing industry are capped by one thing. Time, time, time. So I don't want to waste my time on opportunities that aren't there. I don't want to waste sending letters to the other 50 homes that were already roofed or the 20 that are under contract with other roofers. I need to focus on the right list next. So that's list. Next is your pitch. There are people like Matthew, by the way. Matthew's story is on our results page. We call it our wall of proof. By the way. We're like 30% of the way done and I get these absolutely regularly. In fact, I just got two of them today. This is off course. What do they say when you're going off script? I'm going off script. But you know, a gentleman today said, you know, thanks to you and your podcast, which I listened to, this was today. He says, I listen to almost every day. I just hit my first $200,000 week and again, that was his top line sales. So 200 grand in a week. If he keeps it up, he'll have nearly an 800 to 1,800,000 to a million dollar sales month, which is like some people would be super satisfied to do that in a year. I love this. So again, this came today and then we had another one as well of a guy that said inspection direct mail letter and he tagged me on Instagram and because he used the direct mail letters that I was teaching about and lands this quite massive monster home. So again, these things are coming on the regular and they're unsolicited. But back on track here. What I want to focus on is that our right list is more important than the numbers. We don't want to waste time on people that cannot purchase from us. We need to spend the time on people who can. Which is why I believe it's okay to cherry pick to drive your truck or your car and look for the opportunities of looking like someone's actually at the house, looking for people whose roof isn't done or in conditions that we can help. Alright, so category number one is the list. The prospects that you target is far more important than the numbers because I don't want you wasting time calling in a phone book just ripping through houses that you can't even help people. Alright, next is your pitch. Back to what I was sharing with Matthew before I went on that tangent. Matthew puts on that wall of proof. He says, Adam, my sales team who couldn't close a deal to save their Life is closing five to seven deals per week using your system. That's each person by the way, which means each sales rep is doing between 20 and 28 ish roofs per month from none. Why? Because they have the right pitch. So would you agree that if you had a stronger pitch and you fed just the same number of people, you'd have more sales? I think the math and logic lines up, doesn't it? Would you also agree that if I could get the right list, target the right people with a great pitch, I'm going to make a boatload of money? Yeah, it's going to happen. And that's what happened to these two stories. This gentleman, by the way, he sends me an email and he says over the last two weeks I stumbled across your videos, blah blah blah. I'm going to continue to a salient point. Next time I went out I ended up learning the secret to door knocking in referrals. Just in time. I got 11 leads in a total of 4 hours between 2 days and 2 streets in one small town. Any ends up I got 5 referrals today during my 9 appointments. Wild. Alright. The right list in the right neighborhood focused on the right homes that were prospective buyers with the right pitch. When he said I learned the secret to door knocking, the secret was how do we knock the right doors and what do we say at those doors? And I want to share one more from you from a gentleman named Tyus, if my phone will cooperate. All right, phone cooperate. Tyus sends me this email and he's not the only one that sent me an email like this. It says too many referrals. When I get this email I thought it was a he was trying to sell me something. I'm like what? What is this? Then I read it and he says Tyus says hey Adam, I want to thank you again for taking the time to respond to these messages. It really means a lot to me that you honor your word and deliver great customer service here. As of late I've been using your referral program cheat sheet with my homeowners the way you teach in your videos and the results have been phenomenal. I going to pause there for a minute. The referral cheat sheet and the strategy I teach is part of my sales system. The sales system that's being used in every state in the US by many many thousands for storm and retail from individual sales reps, companies just getting started and quite a few of the largest in America. And the referral cheat sheet is a printout that goes in the folder, the packet that you give to a customer right when you sign the deal. And yes, you can start asking for referrals right then. And I do things differently because what most people do in the referral world here in roofing is this. And I'm going to over embellish it so you see the point. All right, here's our referral program. You need to throw your friend into a sales appointment with me. Then if I close them and get the business, we're going to do the roof. It'll take about eight weeks to get fully paid, but once they do, I'm going to write you a big fat check of 2 to 500 bucks, which means they need to throw their friend into a sales appointment to then make a bunch of money which plants all these seeds in their mind, which is, I don't want to throw my friend in a sales appointment. I don't know if I'm actually going to get paid this referral fee. It's going to take how long? Eight weeks. Oh boy. You're willing to write me a check that big? How much money are you making off me? Why don't you just give me a bigger discount then? So instead of doing that, we just have a really simple system. I teach that in a playlist that you can find on YouTube by the way, called Referral Madness. And I recommend you check that one out because you'll learn the philosophy, the strategy and all that jazz. So jump on YouTube, go to playlist and look at the Referral Madness. Alright then, this is where the rubber meets the road. We're going to finish up. Tyus email of too many referrals and he says, I went from last season barely able to get one referral because he was using the outdated system I was sharing with you to now Getting at least 2 to 3 referrals per homeowner, 2 to 3 per homeowner from none. Why? Because this is what's happened. Tyus is spending his time closing the right list, getting in front of the right people and using the right pitch to convert those appointments into done deals and then using the right pitch for the referral strategy to then bring more deals in. And this, my friend, is why I believe that the worst advice out there in roofing is that it is just a numbers game because it's not. In fact, the best salespeople out there are in front of less people, but they're in front of higher qualified people because they're very smart about their time, their list and, and their pitch. And they put these together, they sell Even more roofs, even faster, even easier. Which is why the newbies look up to them and say, what is he or she doing that I'm not? That's it. The right list and the right pitch and they're able to do it without having to hit as many doors. Now, I'd love to hear from you, do you agree or disagree? I'd love to hear from you in the comments. Why? Because it fosters a really rich discussion down there and it helps other people get validated that they're not alone. And if you disagree, that's a. Okay, we can start a discussion down there because I believe it's partially a numbers game. Not just a numbers game. Alright, listen, you might be someone who's like, okay, cool, great concepts, Adam, but how do I run with this? There's a few options to help and I'll cover the free ones and then a premium option as well. The free options are this. Go to YouTube, go to the roof strategist, click on playlists and there's a couple playlists inside. There's Ace, your pitch at the door and the Referral madness playlist. Alright, that's path one. Path number two, which is the even better path, is to get in my free training center. There's no catch, by the way. You can click the link below or text the word free to 303-2227133. Inside, you're going to find even more videos organized by category, super easy to navigate, and a ton of extra stuff in there that's not available on YouTube. Like my recommended reading list, the wait list for my new book called the Roofing Sales Survival Guide. You're going to find a replay of my 10 closing techniques for every situation and a whole bunch more, including my roof claims crash course. So a bunch of stuff in there and if you're someone who's like just I don't want to piece this together on my own. I want the fastest track. I want the full sales system. I want the right list, the right pitch, the right referral program. Then my roofing sales success formula, which is my flagship sales training and sales system, may be right for you and I'd love for you to see it for yourself so you can see and decide. And you can do that by texting the word demo d e m o to 303-222-7133. That's demo to 303-222-7133. You'll be able to see how the program works and make a decision on whether or not it is in fact the right training platform and sales system for you and your team. We do have packages available for individual reps or companies at large and they're backed by my 30 day, no BS money back guarantee. So if you're not satisfied for any reason, I buy it back. Alright, there's a link in the description or Text demo to 303-222-7133. Thanks for joining me in today's video. Just because our time here is about to wrap up doesn't mean your and my time has to. So hop into the free training center here, or hop into the Ace your pitch playlist here and I'll see you in the next one.