Jim Johnson, head coach at reefcoach Pro, tells roofing and insurance sales reps to ditch the quick pitch. Instead, spend time on thorough inspections with photos and video, show professional jobsite practices, and clearly explain payment milestones and timelines. Clients close faster when they trust you.
Good morning, everybody. It's Jim Johnson here, the head coach with reefcoach Pro with this week's two minute drill. And this week I want to talk to you a little bit about separating yourself from the competition. We look at it every day and we think about it. Hopefully, what can I do that's different from everybody else? Most of the time in this industry, the way I see sales reps going about things out in the field is they knock on doors, meet a homeowner and offer them a free inspection, then hop up on a ladder, maybe spend three to five minutes on a roof, take a few pictures, and they come back down that ladder and give that homeowner a reason why that we should work with their insurance company. And the only problem with that is I think it's valuable. But the problem with it is it's no more valuable than what anybody else provides. I was always focused on how can I separate myself from my competition. So some of the ways that I separate myself and our clients separate themselves from their competition is they provide more value in that inspection. They might spend a few more minutes up there, they take better pictures, they may shoot a little video. They even do a report to explain exactly what's going on with that roof with pictures and some documentation of what's going on with the deficiencies. You can also be different whenever you actually do the work. You can do neighborhood safety systems, you can put up cones and lights, you can draw attention to your project to show that what you're doing is different from everybody else. You can also set expectations. So what's going to happen on that job whenever we come out, when things are going to be cleaned up, how they're going to be cleaned up, what's going to be done at the end of the job to make sure that that homeowner's home is back to the way it was supposed to be. Another way to set up expectations and to educate your homeowner and separate yourself from the competition is to explain to them exactly when payments are going to be made. When are you going to pick up a deductible or a deposit? When are you going to pick up a second or third or maybe even a fourth check? As things happen with this project, setting those expectations up separates you from the competition because most guys in this industry don't explain any further than getting a contract signed working with an insurance company. So hopefully today you take a little time and think about how you can separate yourself from the competition. It'll help you close more deals, make more sales and in the end, you'll feel better about what you do. Thank you for joining us for this week's two minute drill. We look forward to seeing you next week.
