Power Hour - TOP REP Contractor Sales Training

What's up, everybody out there? Facebook land. Sorry for the delay there. I was trying to make sure that my partner in crime there, Chuck Toki, is able to join us for our event today. We're going to be talking a little power hour, how we get better at sales and improve our game a little bit. We have an event coming up in Philadelphia on August, August 23rd and 24th. It's our top rep rush event, which is an event for sales reps and sales leaders to improve their game and have that final push towards the end of the year, how dialogue changes whenever we're dealing with the end of the year versus the beginning of the year. And so we want to help you out with that. We're going to work today a little bit on what those components are and give you guys some help. So I'm just making sure that Chuck can get in here and get him on board. Let's see who all's out there. We've got a couple people watching. We're gonna give everybody a few chances to get in. If you can, go ahead and type in, hey, it's so and so from somewhere. Where are you guys at? Where are you located? We're gonna talk a lot of sales day. If you have a question about sales day, like, let's. Let's have that as well. We want to make sure that we address some things that whatever it is that you might be dealing with right now when it comes to sales. Hey. Oh, it says Facebook user. I don't know who it is. You didn't give approval to stream yard to see your. To see your profile, but good to have you on board. Hey, there comes Chuck. My. My guy. He's. He's working on it. See if he gets his camera going. There we go. There we go. That's our guy. He can sell like crazy, but technology, that part of it. Not my thing. So, hey, welcome aboard, Chuck.

I'm excited to be here.

Our first official live power hour. And just so we set the tone correctly, this is something that we teach at our Top Rev events, is learning what it is that we teach at Top Rev and then taking it back, spending an hour at least once a week and ideally once a day, improving your game. A lot of teams have taken this back. They've applied it to what they do. And so our advice is normally, hey, we're going to coach. We're going to teach you something for about half an hour, and then you're going to practice. You're going to work on it. You're going to implement it. You're going to take notes about it, you're going to, you're going to ingrain it into your brain because that's the part where it's a challenge. We hear all this great information all the time and we don't always like embed it into what we're doing. So that's what we want to help you with a little bit today. Chuck, how are you today, man?

I am doing fantastic. I really am. I'm excited for this. I'm excited for top rep and everything else that's going on with the program itself.

Yeah, I got to go to the one industry, one model event and they're talking about how as an industry in storm restoration, we need to be looking at things a little bit more on the retail side of things. Just with what's going on with insurance companies, what's going on with technology. It's going to have an impact on our industry over the next two or three years and we better have our game straight. And it's been pretty cool because we've been teaching that for about eight years now that the insurance claim is, is neat. Right. But that's still a builder grade roof. Let's put something amazing and special on and actually learn some sales technique and, and hit a home run every time I'm up to bat instead of a bunch of singles. So tell guys like why you believe so strongly in this top row thing. Like you and I got together, we, we brought each of our talents together, each of our beliefs together. We brought it together. And you are the voice man. There ain't no doubt about it, you are. Every single day there's something you're sharing out there that's valuable. Why, why this thing? Why is that the thing that you would. Alright, I'm putting it all in on.

That we finally get to show the experience that people need to see in the house. You know, and I'm sure you've seen it. I've seen it when we're riding with reps where it's so boring they're doing the process but it is like, oh my gosh, this is almost painful to listen to. And so when you speak and when I speak, they're at top rep, people actually get to see what it's supposed to look like in the house. The feeling and the emotion that we bring, it's so much different even than other trainers and other coaches out there that we have that opportunity to show people how you and I did it in the house, how we train people to do it. In the house and why we can elevate the level of performance quite simply by the way we talk, the way we act and the way we present in the house.

Yeah, it's, it's one of those things that, you know, as we go out and we meet with clients, a lot of times we'll go on site with them and do some top rep training, private ones for these larger companies and things like that. And you'll see their sales leader doing their coaching. They're just like regurgitating information. They're not truly coaching and embedding. And we, we want to, we want people to understand the importance of the actual coaching aspect of things as much as the content itself. And so that's why we have two tracks, right? We have a sales leader track where we're teaching that type of stuff, how to be a better coach, a better teacher, better leader. And then we have the salesperson track where they could see us give it from the stage, see us role play a little bit so that they can see exactly how it should go. And then they're going to go fight it out. They're going to go fight it out in dog fights. They're going to practice, they're going to role play what they just learned right then and there. They're going to do that six times throughout the process. Because we have a flight plan that has six stages to it and they're going to compete with the score. Somebody's going to win that badass top rep belt. But that's our event. It's in Philadelphia. There is a coupon code that is available through, through this evening. You can, you can borrow it off of the one industry. One model of it is 1M1 sorry, 1i. 1M 150. You can save 150 today by going in and putting that code in and joining us in Philadelphia for top rep. It's going to be off the charts.

Because that's got to be our biggest discount to date on this. That's great.

Yeah, it's a, it was something that we did at one industry, one Model. The guys just absolutely loved what we talked about and I want to talk about a little bit of that today. We have this flight plan like we, we follow this. Hey, this is what you're doing, how you're doing it, why you're doing it at this stage in the process. Right? So you have the beginning, the systems check, the pre flight check, the takeoff, the engaging the target, aligning them in the crosshairs and taking the shot. Right? That's makes it easy to remember. Think of it as like a plane flight or a fighter pilot flight. You know, a little bit of Top Gun vibe there. And, and that's what we're doing. So it makes it easy to remember. I want to kind of focus on the pre flight check today. Systems check is being prepared and having the right energy and those things. Or would you rather start there? Like, do you want to do like a six week series on the actual. Like this is the flight plan and this is what you're trying to accomplish?

I think that would be great.

Awesome. Let's, let's do this. I actually have it on my screen right here. Okay. So I'm gonna share my screen. I think I can do that. I'm gonna share that one right there. So we're gonna focus right now on the systems check. All right, so you got this. This is part of the problem, I think with a lot of sales folks is they're out there running off half cock. There's no real like format to what they're doing. They're really letting the buyer or the homeowner drive the conversation and they're just trying to answer questions that are out of order most times. And we want to stay on a format. If we have the right format, use the right psychology, knowing human behavior, we're going to lead them through a proper solution selling process where we're the only logical choice. Choice. So let's talk about system checks. You got to be prepared. You're going to be on stage, you got to be observant and confidence and energy. So we'll, we'll, we'll take screen share down right now, but that's what we're going to be looking at. Like, what do we do before we even get there? And when we first get there, what should it be like? So, Chuck, why don't you start us off with like, what does it look like to be prepared?

Well, first of all, what most sales reps don't understand is that that appointment starts the day prior when they have to get ready for it. Whether it's, you know, getting all of your. Your clothes ready. You know, here's what really frustrates me many times when I'm riding with a rep is they talk about all the cool stuff they have and all the cool stuff they get to do. And then they pull out their company shirt and it looks like they just threw it into a hamper. It's like, how did you pay for all that stuff? Oh, I'm selling with this shirt right here. That you obviously don't care about. And so we, we see that so often where they put very little emphasis on what they actually do to get their money versus what they do with the money. So making sure that. That your shirts and your. All of your stuff that you're gonna wear is ready to go, that you have it laid out, but also your electronics need to be charged. Murphy's law says if you want to make that sale, just forget to charge your iPad because you can't sign it.

You know, so guaranteed. Got one sold, got 1% left. I hope we could do this fast. Right. Better hurry. And right at the signing part. Oh, man. Right. Oh, I guess I'll have to come back. That whole idea of being a boy scout, right? Like, hey, let's just get prepared before we ever even go out there that we know the address and where we're going. It's not out in the middle of a cornfield somewhere. Got all my stuff charged. I look like a pro, man. I'm like, clean clothes. Actually. I had two hats. I had my inspection, had a sweaty, gross, nasty. But then I had the closing hat, right? Like, that thing was clean and if it got anything on it. But in the garbage, there's a new closing hat. It's going to be pro perfect and clean whenever I go in. Because we are on stage. We're on stage from the second we pull up to that house. That and even before we go inside. Especially if you're on an appointment, right, Chuck? Like, appointment. That homeowner, if they're anything like my parents at all, they're like looking at their watch. That day is supposed to be here at 8, 8 o'. Clock. So it's now 7:32. Is he here yet? Like, he's looking. They're looking outside, just waiting for when you pull up. And when you do pull up, they're like peeking through the blinds. You know, they're looking out the window. What do you look like? What should that be like, Chuck?

So when we pull up, we want to make sure that we used to say, you want to park on the street. And yes, you do. It's not that big a deal if you can park on the street, park on the street. If you do pull into the driveway, do not pull all the way up to the garage door. You know, pull just enough that you're not, you know, you're not blocking the. The sidewalk, but that you're not all the way up into their. Their yard. And so when you, when you do park, you only have about 30 seconds to get out of your car. Like you just mentioned, they're always watching you. And especially now, everybody's got these ring doorbells. I mean, their phone goes off when you pull into their driveway, and so they pick it up and automatically they see us. So they're watching you whether you think they are not there. Not only watching you, now they're videotaping you. So, I mean, it's. You have to get out of your car and have a little swagger to you.

Yeah, that's that confidence and energy. I actually, I don't even like pulling in the driveway. I like being on the street. Because if I'm on the street, I can prepare things in a way that I'm on stage, I'm about to put on a show. It's going to be a real show. It's not fake, but it's a real show. And you're going to see me. You're going to know I'm there. You're going to see something different about my truck. We teach about what that looks like at top rep. And I'm going to slam a door on my vehicle before I walk up to that house. And everybody's going to look outside. They're going to go, what's going on over there? Time to go outside and go. Check the mail, mow my yard, clean out the garage. Because humans are naturally nosy. It's kind of funny. I got a package the other day at my house, and my house is hard to see. You cannot see my house very easily. Maybe if you're really looking right angle, you can see what's going on. Like, we're off the road a bit and I get this phone call from a neighbor. A neighbor's like, hey, man, I saw you got a big Amazon package today. What'd you get? Like, dude, what are you doing watching me all the time? Like, this is crazy. He's just that interest. So be aware that people are watching. They're watching way more than you think they are. And from that second you pull up in that neighborhood, you are on stage and everything you do is being analyzed. So that last before the confidence and energy part, like, before we get there, we gotta get out of truck. And even before we get out of the truck, we're looking, right? We're watching that house. And like, what can I observe about this place that's going to get me to a place of rapport as quickly as possible? So I'm always looking. What is it that I could talk about? They have a bunch of kids toys out in the yard, is there a batting cage in the back? Is there a sign on their vehicle? What they do for a living? Do they have a bunch of ATVs and fishing boats and stuff? Like, dude, they got that. They're my buddy in 30 seconds, I guarantee it. Because that's my kind of jam. Or if they got golf gear, like, that's going to be another thing. Like, do they have a logo of some sports team? All of those are the things you go. That's the first thing we're going to talk about. We're going to talk about that thing that I can get on the same page with him about and not be a salesperson. We got to get past salesperson as fast as possible when we get up there. And so we need to be observant first. That's that prepping part. That's why it's called systems training. We're prepping before we actually have the conversation. What am I going to have a conversation about? And as we're. What does that look like as we're walking up, Joe? Like, what. What should that be like?

So you have to be very confident, got to have a smile on your face, be very brisk. You know, you want to be excited to be there. Not kind of moping your way up to the. The door where you're like, man, just another appointment, you know, you want to make. Make this feel like it's the first. First appointment you've ever done. You know, I'm so excited to be here. And when you go up and you ring that. Ring doorbell, take a couple steps back. Remember, they want to see you. You know, they want to see who's at their door. Also, you know, chances are you might be a really tall guy, and you knock on the door, ring the doorbell and that. It's a little old lady that's about four foot nothing, and she's looking way up at you, very intimidating. So we want to kind of step back a little bit. But the mo. The. I. Go ahead.

Sorry. No, no, go ahead, go ahead.

So the most important thing is. And everybody says, chuck, I don't want to be scripted. I don't want to be scripted. Here's why we want to script for one. We script people because we hire a lot of salespeople. We can't sit there and say, every salesperson I have knows exactly how to say hi to a homeowner. We script them so that when. When an issue comes up or something comes up that you're not expecting. I mean, this is why I love this industry so much is I never know what to expect. Just recently we went up, we knocked on a door and a elderly gentleman with nothing but his underwear on opens the door. I mean, this happens. You have no idea who's going to answer this door. And if you're caught off guard and you're like. And you start to sound like Elmer Fuddy, you know, it kind of puts you behind. But we knew exactly what to say. I mean, we're very. Not only just scripted, but we just understand what needs to be said right then and there to work our way into the door.

Yeah, that's going to be, I think, what we should talk about next week. That's that pre flight check. We, yeah, everything we're talking about right now is the first setup before that first interaction. Like what all should happen before we actually, like knock on the door and even that, like knock, knocking on the door, they still haven't interacted with us yet. What's next? Right? I got to move back from the door. I got to blade my stance. I have to have a smile on my face. I need to have something in my hand that they're like, what is that? And maybe I want it and maybe I don't. And then maybe they're going to show me something I didn't know before. Maybe I've got a vest on so I look like something other than a roofer and I look like the electrical guy. So maybe I should open the door. There's all these different things that are going to give you a big advantage to actually performing that sale in a successful way with the upfront, the systems check and being prepared. So what I want to concentrate on today for the people that are watching and listening is the observant part. Okay. Being prepared, that's. That's something that you just got to do and make it part of what you do. Maybe you do have a checklist or a reminder every night to plug in all your stuff every morning to go through this quick checklist before you head out the door. Your on stage aspect of what you do, how do you make your setup unique and different from everybody else? But the observant part, that's a little bit different. What are you aiming for? Why are you aiming for? And that's actually something you can practice and that's what we want to get across today is what can we practice? Because after Chuck and I get done immediately with somebody else in our office as a peer, that we can get better at what we do. So I'm getting out of the Truck. I got my truck all set up. I got cones and a flashing light, and I slammed my door and all that stuff. Everybody looks outside, and that dude's walking up the driveway with a purpose. He's excited. As I'm walking up that driveway, I'm looking around and I notice that this yard is badass. Like, it's mode in two directions and then cross hatch, right? Like diagonals and the whole bit. His landscaping is immaculate, and everything's trimmed just perfectly. And I'm like, okay, that's his motivation. That's his thing that he. You can tell this dude's probably mowing his yard twice a week. And he's out there all the time picking out weeds and all the other good stuff. And he's mulch. First guy in the neighborhood with mulch in every year. Okay. That's something that guy's gonna want to talk about. So as I approach that door, Mendel catalog. Walk up to the door, and Chuck, you're gonna be homeowner, right? Okay. All right, so I'm gonna knock on the door, and we'll kind of role play a little bit. But those of you that are out there listening, watching what we're doing today, I want you to do what I just did and pick a thing. I picked the lawn. You pick something else. Kids toys, hunting equipment, batting cage, whatever that thing may be, and walk it through like I just did. Then take one of the other people and say, hey, you be the hallmark, I'll be the sales rep, and I'm going to have my first interaction with you. Okay? So that's what we're going to do. I walk up. Okay, I got it. Yard. Sweet. Perfect. Knock, knock, knock.

Yes.

Hey, Chuck. Super awesome to see you today. I'm here for appointment with game day construction. And I'm sure the office called you and let you know, you know, what I was here for. Set expectations, right?

Yeah, I think so.

Okay, cool. Great. Before I get to any of that, though, I was walking up to your house. You have the nicest yard I have seen all year long. Do you do that yourself or do you have somebody else do it for you?

We have it sprayed, but I cut it myself.

Yeah, like you. I noticed you're, like, back and forth, and then you have the diagonals and stuff. Is that. Is that something that you just really proud of it? Is it like something you grew up with? What made it where you want to be like that with your yard?

I just love the. The landscaping piece of what it gets me out of the house. Gets me away from the wife and kids sometimes, and it's me time.

Now, is there a reason that you. You mow it in that particular pattern? Is there some kind of science for it, or is it just because it looks good?

It just looks good.

You know? It does. That is true. No doubt about it. I've seen sometimes with, like, baseball fields. It looks like a baseball field first off. Like, it just looks awesome. Golf course quality, well done. But sometimes they do it that way, and they'll change the patterns so that they don't have, you know, the same piece of grass getting run over with the same tires every single time. Is that any part of it, too?

It is, yeah. I mean, it's. It's wonderful what you can learn from YouTube.

Oh, yeah, yeah, exactly. As a matter of fact, I'm on YouTube all the time. I'm teaching people about roofs and. And their siding and the exteriors of their home and how to find a great contractor and things like that. Got a question for you.

Yeah.

When I get done today, could we take a walk around your yard? I'd like to learn more about how you take care of your. Because I'm trying to get mine up, and I got one kind of embarrassed by, to be honest with you. I'd like to get better. Could you help me with that?

Absolutely, yeah, I'd love to.

Awesome. Cool. All right, so I'm gonna go ahead and get started. And boom, off I go. Right. That took what, two, three minutes?

Not even that. Yeah.

And Chuck and our buddies now. And Chuck knows at the end of this whole thing, he's gonna get to tell me all about his yard. Right. He's not gonna tell me all about his yard. He doesn't go with me. Like, I set him up for that part right there. That's what he wants to do more than anything else. So practice that role play that. Think about the words that you use. I just did that totally off the cuff. And it would sound different each and every time I talk about a yard because it's going to have to do with the input I get back from the homework. Chuck was like, no, I just do it. So it's pretty. I didn't know for sure which way he was going to go, and so I was able to add a little bit. Oh, yeah. You know, that is another part of the reason. And so those things make a huge difference in being able to hold a conversation. Because, Chuck, who do people want to talk about the most?

Themselves.

Yeah. If we can get that out, we go from being A salesperson to hopefully at least an acquaintance and maybe a friend. And who do people buy from?

People they like and trust.

Exactly. And so what do you guys think of what we share today is. Let's have a few comments out there. Is there anything that you guys do that's unique? Different? Some of you, you may be watching, I think, on LinkedIn or YouTube. Those comments we won't see until later. We'll get back to you on those. But those of you that are on Facebook, go ahead and throw a comment in there. What do you struggle with prior to the call? How do you look when you get to the door? Are you up there with your shoulders back, smiling, and there's a snap to what you're doing? Or you're like, God, I gotta knock on him or I gotta run another appointment. All right, here we go again. If you have that already, you're dead in the water. Anything anybody does unique out there, it's, like, different. Like, hey, I do something different than what everybody else does, you know? I know guys probably not gonna want to share that, because the difference. Unique. It's you. It's only the people here. And this is super funny. I was at this event, Chuck, and one of the. One of the folks there was Roof Hawk. I don't know if anybody's seen Roof Hawk yet or not, but it's a drone program. You know, fly and take the pictures of the house on top, and it'll identify all the damage. It is amazing. And so the guy there, Ryan, we got to talking, actually, like, I didn't think I was gonna like him because he's like, Mr. Computer, you know, that he's data nerd. And I'm like, now I do like it because his data is valuable. And he was talking about, like, this kind of stuff and how that plays with the technology that they do. And, you know, you walk up there with a box, like a drone inside of it, and it's just in your hand, and nobody knows what that box is. They want to know what that box is. Like, what's that guy got? He got a gift for me, a present for me. It was really smart of him, but the. The thing he shared with me, that was something I thought was different and I hadn't heard before. The fact that he's a data nerd makes me believe this. They have done the research, pulled and scraped the web and all that other stuff that crazy computer people do, and they have ascertained that there is 108,000, plus or minus about 2,000 roofing contractors out there in the United States, where they get more than 50% of their revenue from roofing. That shocked me. I thought it was going to be more. What about you? Do you think it would be more than 108,000? I mean, the entire U.S.

I. Absolutely. It has to be.

Okay. So I thought so, too. He's like, nope, I'll prove it to you. And then I said, well, how about this storm restoration thing? Have you guys, like, dug into that and what that is? He goes, yep, absolutely. Because somebody made a comment that they had heard that there was 15,000 roofing contractors in Dallas, Texas. And I went, you know, that number gets bigger every year. Like, every year that number gets bigger. Used to be a thousand, then it was three, then it was five, then it was seven, and now this. Some dude just flies out with a number like 15,000. And Ryan, like, he looks over at me, goes, nah. And I said, well, what is it? And what do you know? He's like, yeah, it's 11,000. There's an 11,000 insurance restoration contractors that earn more than 50% of their revenue from roofing in the United States. Nottingham, not in Dallas. In the United States, it is a small group of folks. Most of them do it the same. How do you get different? You'll stand out like a sore thumb because you'll be a big fish in a small pond, a much smaller pond than you imagine. So, Chuck, any last and final words on system checking? Kind of getting ready for our first interaction with a client.

You just have to show the confidence. Remember that people make their first impression based on the way that somebody walks. So they're going to be watching you, and they're going to be watching your body language, who you are. Do they even like you before you've ever even put a knuckle on their door? That's how scary this can be. And some sales reps don't look at that. They don't look at it until the door opens. Like, oh, the curtain open. Curtain opened four minutes ago.

Oh, yeah, exactly that. You were on stage a long time ago. You didn't even realize it. So our challenge to you. Our challenge to you is to take this. Be observant of something. It can be completely fake. Just make it up. Hey, I saw this. I'm going to come up and I'm going to talk to you about that. Let's have a true interaction. You guys on the other side that are doing the role playing, don't be an ass, right? Like, be real. Okay? You can push a Little bit, that's okay. But be real. Don't do anything that is extreme the first time. Work towards extreme. As somebody gets more and more and more confident with what they're doing, we can handle more and more difficult situations. And that's our, that's our coaching day. Get out there, practice this a little bit. I would bet that if you just change the energy, the confidence and the thought process, I'm up there trying to make a friend before I do anything else by being observant of what they're about. Your closing ratios will go up immediately. Overnight. It'll be like a night and day difference. If any of this stuff has sounded different to you than what you've done before, now you want to really learn this stuff. You really want to get great at it. You really want to find out how all of it works together. Come join us in Philadelphia for top rep Rush. We're going to talk about not just this, but how the dialogue changes at that time of year. You know, we're getting everybody prepared in August for September, October and November. As you lead up into the winter time, you're in that fourth quarter, the final rush, you're going for the goal line. You are trying to win the championship, and maybe you've already hit all your numbers. How do you keep going? Or maybe you're way behind on your numbers. How do you make up the difference? And how does the conversation change between the salesperson and the homeowner from March to August? You know, those are going to be two very different conversations. And also, how does the motivation change for a salesperson? And how does a leader coach their team at those different times of year? I'm super excited to share with them how to keep that team motivated at this time of year. This is one of those, like, unique things. You're not going to see it anywhere else but top rep and you will be shocked at the impact that it has on your team as you run throughout the end of the year. We're actually going to give you the template for it, let you run with it and get out there and kick some butt. So if you want to come, it's August 23rd, 24th in Philadelphia. We're going to be there a day early. Come join us a day early. We're going to going to go to Freedom Hall, Liberty Bell, because that's really what this is all about, gaining personal and financial freedom. Best paid profession in the industry is sales. We can all achieve that. And what we do, we had a record breaker, by the way, this last Week. Chuck, I don't know if you heard about this or not. One of our guys, you're not going to believe this. Number one of our guys two weeks ago because I saw him at our customer appreciation deal. $1.9 million of sales in one week. All residential, 1.9 million. No commercial at all. 1.9 million. That is a crazy number. We want to help other folks get crazy numbers like that. Hop on, make a comment, reach out to Chuck or I get a coupon code from us. We'll help you out to get there. Come visit us out in Philadelphia, hang out with us, get in some dog fights, get the big ass top rep belt at the end, be the top dog, maybe earn a black shirt and well see you there.

All right.

Oh, last thing. Topreptraining.com don't forget that. That's the big one. Topreptraining.com we'll see you guys there. Thanks for joining us here on our live. We're gonna keep doing these. I don't know exactly which day Chuck and I have, but both pretty serious schedules to get aligned. But once a week we're going to hop on. Next week we'll do pre flight check. We're going to talk about like when the homeowner answers the door, what that first part sounds like we did a little bit today. But how it goes even further into rapport, credibility, expectations. Yeah, yeah. Emotional attachment, preventing objections like that's the one I can't. I love talking about that one because everybody wants to coach on how to handle an objection like hey, I need three estimates or I need to talk to my wife or I need to do this. We'll get there too. But how do we make those go away before they ever happen? We want to talk about that next week on our pre flight check. So thanks everybody. Awesome having you and we'll see you next week live here in Todd wrap. I'm actually going to drop the link down there just in case anybody needs.

Boom.

Awesome. Hey, thanks Chuck. We'll talk to you later. I'll catch you in the green room here in just a second. Bye, everybody. Thanks a lot. Make comments, share feedback. We had so many people at this event I was at that were actually at top rep. They're like, dude, this is amazing. It has made such a difference in our business. It'll make a difference in yours. Get your butts there and have the best kick ass end of your year you've ever had before. All right, bye guys. I think if I can get my mouse on There we go. Perfect.