What is TOP REP Rush?

Hey, everybody, Jim Johnson here with contractor, coach, pro, and our sister Brand. Top Rep or Brother Brand? I think we should go with brother Brand. I don't know. I like Brother Brand. Top route. And Chuck and I were talking yesterday, and we're like, hey, we're getting a ton of questions. We're getting all these questions about our event coming up August 23rd and 24th, Philadelphia. And we want to make sure that everybody understands the difference between, like, early season top Rep and late season top rap there and how we're positioning that because there is a difference in what we do in sales. But before we do that, let's. Let's go ahead and see who all is out there right now. People are joining, getting logged in at this point. We'll give everybody a few seconds, but, you know, tell us where you're from. You can actually chat with us. You can, if you're watching on Facebook and those type of things, or YouTube or LinkedIn, there's. There's all those different places. I think Facebook, you can actually communicate with us. So make sure that you've allowed streamyard access to your account. You can ask questions and those type of things. Chuck, why don't you. Why don't you tell us a little bit about, like, just what Top Rep has meant to you and why you're so passionate about it.

And Top Rep is. And Jim, you and I are very much the same. We've all been to these trainings all across the country from all different sales trainers. And, you know, we wanted to build something that is truly the pinnacle of sales training. And we all love it when we can compete. And so that's kind of where you and I built this is to. In that center point of where we can actually compete as sales, sales professionals. We are the athletes of what we do, of the companies that we're involved with. We're the athletes. So what do we. What do athletes like to do? We like to compete. So, you know, when we look at Top Rep and what it means to me is success. The people that go across the finish line, the black shirts that. That get the opportunity to come back at any time for free to help us teach and train, to increase their ability to be who they are and do what they do. But ultimately, it's all built around changing lives, changing the livelihoods of the people that attend Top Rep.

Awesome. So, you know, guys, as you're listening to us, just let us know who you are. Like maybe where you're located in the country, what company you work with, those type of Things that we will kind of get a feel for who all is here. But when we first came up with this concept of, hey, we want to do a sales training event, because it seems like all the events are about owners. Like, we want to get owners in front of us because we want their money. That's really what those conferences are about. And we want them to come in, spend their money with us, and they do want to learn. There's a lot of great content there at many of these events. But they. There wasn't really anything for the sales guy or the sales leader for that matter. And we said, hey, we think we can do this and we can do it well. And combining your knowledge check, like extensive, I mean, extensive coaching training, retail background, insurance background, my background with insurance, retail, having a company and running a company, thousands of reps, John's ability to sell and coach it, one of us needs to meet. There we go. If you can mute yourself. There you go. Perfect. Catching some background noise there. But we have so much sales talent here, so much sales skill, professionally trained, that and real world experience that we could teach them some things that would help them be more successful. Because this is really about the sales reps and their leaders. It's not about us or any of that kind of stuff. We want to see people's lives changed. And so we developed this flight plan. We coach people through that flight plan. It doesn't matter who they are, whether they're a rookie, a veteran, or somewhere in between, they're learning a new way and a new approach that is aligned with what they already do. It's not like we're saying, hey, you have to do this presentation exactly the way we do it. We're talking about what you're doing, how you're doing it and why you're doing it. Throughout each phase of the sales process, which we believe, there's six of those main phases that we're going through and then what we're trying to accomplish, how to actually do that and then why you're doing it. So when you walk away from the event, whether you can remember our exact words or you have a perfect presentation or not, you know what you're doing, how you're doing it, why you're doing it at the right time in the sales process, which has proven to be unbelievable in the results that we've gotten feedback after the event. So, Chuck, tell us, like, you get a lot of that feedback. What does that look like to you?

I mean, we get feedback from people such as Anson Eldridge, Mikey, we Get a lot of feedback from them. I get at least once a week. Do I get something from the Eldridge guys? You know, how it has literally changed the way that they do business. Not just the, the success that they have, but how they operate. I mean, you know, for them to see, you know, stuff that, that I still do today, which is Power Hour, I mean, they have taken it to a whole other level, you know, to see them. I learned stuff from people that we do business with a lot of times that, because they'll take it to another level. And I'm like, wow, you know what? I can turn up the heat on that too. I mean, that's, it's really great to see. We see people with like DNM roofing, how fast, you know, they have changed the way they, they operate inside of their sales organizations and the success that they have so quickly. And you know, it's. It's companies like this that I can go on and on and on and on. North Face all these companies that have gone to that next level immediately. It's not one of these things where, hey, we're going to take it back, we're going to put this in place. They take it, they put it in place and it's immediate.

So, you know, it's funny because as I was, the one I really like is the feedback we get. They go, hey, I use that thing that I learned at Top Rep and it closed the deal. That was awesome. Like, it was easy. Like, wow, that really did work. And those are the ones that I go, wow, okay, that's making an impact. And then they take that run with it, teach others, and it's been really good for the companies that coming attend. So, John, you've been emcee for some of our events. You're gonna be the emcee for the coming Philly Top Rep. You experienced it in San Diego. Got to kind of get the vibe of it and. Or Indy, right? It was Indy.

Indy, yeah.

Tell people what it's like. Like it was your first time kind of seeing us do that Top Rep thing. What did you notice about the attendees and what they were getting out of it?

Man, I was just, I was fresh into contractor coach, pro and top rep world at that point. I think I was one week in and that was my first real live.

Experience.

If I could give it one word. It's energy, man. Just everybody is completely devoted. Like, you're there for a reason. Somebody and somebody, either either yourself or your manager or leader, invested in getting you there and you're and it's like you. Like you were saying earlier, Jim, there's a lot of trainings out there that are designed for the owner, for the sales leader. And while this does bring a lot of value to the sales leader, this is saying, hey, you, Mr. Salesperson, sales, sales lady, salesman, sales lady. Like you have the ability to level up your game and see an immediate impact. So there's just so much energy that's. That's brought to the event before we even get started.

You know what I mean?

And then once we get going, man, I mean, it's. And the dog fights are my. By far, my.

Well, tell, Tell, tell the listeners what the dog fights are all about.

Well, so the, the dog essentially, you know, you can call them whatever you want, role plays, practice. But you're put into a scenario and you are expected to go out and, and, and role play, role play a certain phase of the top rep flight plan, right? But it's called a dog fight for a reason, because you are competing. So inevitably, as you do a role play, the next person has a better clue as to, okay, maybe I should do this, maybe I should do this. So there's just so much competition around the entirety of it. But outside of the competition, it's just the learning aspect of seeing other people flex that muscle, right? That maybe they. Maybe they haven't flexed before or they flex a lot. They're really good at it. Like, you can learn so much from those, not only in the training, but like while. While you are. While Chuck or while Nathan's speaking. But when you are in the breakout, when you're seeing the dog fight, when you're in the dog fight, there's just so much learning that happens.

Yeah, that was, that was intentional. Because normally what you see whenever there's sales training going on is some role playing, right? Like, Chuck, we did. We've done millions of role plays with people working for us, and it's uncomfortable. Like, we all know that, right? But it's the best place to practice. I can practice there, and I don't have to practice on a customer and blow lead money. That type of stuff set money on fire. When you're out there and you don't know what you're doing, you're learning on your clients, which is never good. So role playing is an absolute necessity and should be done. But to make that thing effective, you add this level of competition to it and people try a little harder, they work a little harder. They, I got to do a little better than the next guy. Instead of just the one on one where I'm just doing my thing with my leader or my peer and there's no competition. It's more analysis. Right. Like you're analyzing how they did and that type of thing.

Yeah, they listen better too. Right, right.

They're listening better, they're paying attention better, they're involved more. And so what we've seen, like Chuck, you mentioned a lot of the attendees taking Power Hour and putting it into their world. They're taking dog fights and putting on their. United just reached out to me this week. They added on, they had their dog fight on Instagram. They were posting and it came down to the final two and they were competing and everybody else there voted. So that thing is changing the way that they do things. And we have very first comment we get phenomenal, like, that's a big thing at our event. Jason Phillips, you are phenomenal for bringing that up. That was pretty cool that you're carrying that with you. And then we got, we got one of our black shirts here. One of our rock stars, Jono Skeeters is on. Yeah, boy, that was, that was a close race. Close race right there. And really appreciate you being on here, Jono, and hopefully we'll get to connect with you again at an event soon. So let's, let's kind of talk about the differences just a little bit. Top rep, what we've been doing, we've done six of those events and those events are really focused on kind of kind of the kickoff to our year. You think about what's going on. We're getting started, sales guys are broke, they gotta make some money. So they're excited to get out there and make some money. The buyer is dealing with a different way of looking at things. It's like, hey, I'm out of winter time. I'm doing some updates to my home. There's not as much pressure from time and things like that, but they do want to get it done. They're kind of thinking home makeover and stuff like that and doing some really nice things. Maybe they have some storm damage that needs to get repaired and maybe there's a time quotient to that because the storm dates coming up. But it's just different. We're excited. It's a kickoff and we do those events at that time for that reason because that's what we're motivated by. We're motivated by getting some money in our wallets, helping some homeowners. The homeowners are motivated to get their work done, but there's not a Lot of pressure to it at that point in time. But then when the year rolls around and we start moving towards that last quarter and really like November, October, September, like those three months, it really bugged me. It was one of those things like my sales team would go out and kill it in April, May and June, just absolutely murder. We would be top dog, just killing it. And everybody's doing great. And then July 4th rolls around and it's holiday and everybody kind of takes off. We almost have a difficult time getting our rhythm back, getting that motivation back, because some things have happened, we've made some money, so we got a little bit of that fat wallet syndrome. That's what I always called it was fat wallet syndrome. Like I made some money, I'm good, I don't have to work as hard. Which is something that we have to challenge ourselves to go above and beyond what we think we can do. And not for money necessarily, for maybe other reasons. And then the dialogue changes with the consumer too. They've kind of, you know, we're going through summertime, it's July 4th, then it's vacations, then it's back to school. So things are a little bit difficult to get your rhythm back after that first holiday. But then everybody goes back to school, vacations are over, Labor Day finished, and their mindset changes. Like, hey, I've been procrastinating on that thing. I didn't get that thing done. I need to get it done because I got a winner coming that time of year where things are going to get sketchy, I need to resolve. And so the dialogue in our presentation changes. And we want to teach that at top of rush, we want to teach that. We also want to teach that sales leader group how the dialog leading changes, how the motivation has now changed in a lot of cases. And it could be a couple of different things. I want to talk about one and a half. Talk about the other one. Could be we've done really good, we're hitting our numbers and we've made our money. Things are great, I'm all wonderful and I kind of take a foot off the gas pedal a little bit because the only thing motivating me is the money. Now on the other side of the coin, something that could happen is we're not hitting our numbers. Like we have this reset, like, oh crap, we're not where we need to be and we gotta really press. So check. Talk about that one a little bit.

Well, when we, in either case, I mean, you're in that catch up mode, you know, that you're not pacing where you need to. You go through spring, just like you mentioned, you go through spring and you're like, all right, we're in there and then everybody wants to go on vacation, including the sales leaders and the owners. And everybody takes the foot off the gas, the cat's away, mice going to play, whatever. And before you know it, you get into your fourth quarter, you're like, oh my goodness, we're not pacing it anymore and we got to get there. And hopefully you figured it out towards the end of the third quarter that we need to really push this gas hard. And so when we look at the understanding of what we need to do the fourth quarter, it's that it's the last quarter mile and you get to see what your team is truly about. But you also get to see what that sales leader is truly about because it's easy to aim that boat and calm water. But now that we've got it's rocky and we still have that nut to hit, you're about to see what that sales manager is made of. And we can help them with that and help them understand what that means inside of Top Rep.

So that's what's cool about Top rep is the way it's designed is Chuck and I, we present on a phase that we're going through. You know, whether it's that early pre flight check or the systems check or the takeoff, we relate it to a plane flight, we talk about it, then we kind of role play it a little bit from the stage. And then we send the sales guys off on their track, which is those dog fights that John mentioned earlier. And they're going and doing that. But while all of that is happening, we're over working with the sales leaders on their own learning track. And what we want to do at top Rep Rush is we want to talk about how that dialogue between you and your team and how motivation changes based on those two factors, like did we get fat Wallace syndrome? How do I get my guys going? Are we behind pace and we got to catch up? What do I got to do there? So there's going to be some tools, there's going to be some coaching for you sales leaders on how to go back and drive that thing across the finish line at the end of the year. And that's why we call it Top Rep Rush. It's like that rush at the end of the year and my goal as a owner of a contracting business, I wanted that time of the year to be just as good as the first Time of the year. And I learned some tricks. I kept fighting and working at it and I kept trying different things and they weren't working the way I wanted. But. But we created something that we want to share with you guys at Top Rep Rush that will amp that motivation up and they'll quit worrying about whether they made enough money or not or too much money. And they'll be like, oh, I'm on this. That's what I'm focused on. Taylor Ammo says, can't wait for Philly. Mike o' Connell on here. Thank you, Mike. Mike's with moma. He's one of our sponsors. We love those guys. They make financing so easy, it is ridiculous. And he is one of the biggest, best at teaching financing. And he's actually at the event. He comes and he teaches a section on how to sell financing, which simplified it enough that even an idiot like me can get it, which was great. And I learned a lot from Mike. So that's another thing. Our sponsors like Atlas Engage, Mar, Lamar get the referral moment. They do a lot of the teaching too, especially in those leader tracks. They're not pitching you their product. They're teaching you something about how to position that particular thing in the right way to be successful. And it's worked really well. Rocky, good to see you as well. And Facebook user. I don't know who you are, but it says they do. So, yeah, they're absolute rocks. Cannot wait to see you guys in Philly. So that's a little bit of it. You know, we come into those dog days of summer, we got a little bit of fat wallet syndrome, or we're in catch up mode and that type of thing. Buyer motivations have changed. So while we still follow the same framework, the wording shifts, the closing techniques shift, and like Chuck always says, we're one technique away, right? One technique away from moving from the middle of the board to being top rep. So we want to teach those techniques at Top Rep Rush. Should we show them what, like, the winners kind of went, Yes, I brought it today. I'm super excited about that. I cannot wait. Oh, it's John Console. All right. So it's cool because it, like comes in this fancy little box and you open it, it's so fancy. It's got, like foam and stuff and all that on it. But. But yeah. Hey. He says, yeah. All right, so that's the belt for Top Rev Rush PA 2022 top rep champion. And this is what we're fighting for. We have had veterans win it. We've had newbies win it. We've had like, the person that goes in and shows that they got game. They're learning what it is that we're teaching. John's like, get out. All right. Yeah, it is. It's pretty cool. I'll shoot some video on with it later. I can't take out the box just yet. We're pretty excited about it. Our team did a great job of, like, stepping up our game on the belt, and we're excited to give that out to somebody.

Hey, Jim, I want to share with you. John sent me a message earlier this morning. And John, I know you can. Can see this, but he's 75% closing this month using top rep. Boom.

That is awesome. Way to go, John. That is. We got a Woo. Ripley. These belts are a lot of fun. The guys in the top 10% get what we call black shirts. It's the only way to get a black shirt. We don't sell them, we don't give them away or any of that kind of stuff. They have to be earned. We got something special for those guys too at this next event that we're going to give in addition. But I don't want to give away the surprise on that. But this event, this idea of who should come, because sometimes when you hear competition, top rep, things like that, I'm sitting out there and I'm putting myself in the shoes of the owner. I'm like, I'm sending my best guys. That's who I'm sending. I'm going to send my best guys and I want them to do well. So we see a lot of owners that send, like themselves a sales leader, maybe one or two reps. And Chuck, what do they say after the event? Every single time they, like brought out, they brought those people. And then I got all done. We like, hey, what'd you think, man? That was awesome. But I wish I would have brought.

My whole team out here.

Yeah.

Every single time.

Yeah, it's. It is a. It is something that we get over and over and over again, and that's what we see happen to, like, they come to one, this is a little small group, like, hey, we're gonna go check this out and we're gonna go win this thing. And then they realize the value of what it is that we're sharing, how it's gonna change the lives of those sales reps. And they go, man, I wish I would have brought the whole team. So then the next time they. They bring the team. Right? That's what happened with Eldridge Roofing, and they blew their numbers away. And we want to do that for everybody. So who should attend? We've got rookies, we got veterans, everybody in between sales leaders and owners. That's who should come to top rep. Salespeople, whether they're a veteran or rookie, going to be on their own track. And then we've got sales leaders and owners that will be on their own track. Because we have different, different responsibilities in our business. We want to share with you guys how to get the most out of yourself as a salesperson, how to get the most out of your team as a sales leader. And we believe that what we share with you makes a pretty dramatic difference. We got lots of comments going on, on here. All Chuck's fault. That's what I heard. All Chuck's Fault on closing, 75%. All right, that makes sense. I can. I can understand that.

I take blame for that.

Yeah. So one thing that we do that's a bit unique about how we put this event together, we found something about the industry. We're contractors. We tend to be procrastinators, which is what we don't like about our buyers, right? Like, we don't like them procrastinating. We'd like them to go right away. And so we. We get this really nice venue with all of this AV stuff and this huge production thing. And. And we're wondering, like, hey, what's happening here? And sure enough, the last, like, two weeks is when everybody signs up. So we wanted to shift that dialogue a little bit and give you guys some incentive. And this is, like, the reason we're doing this. Kind of teach you a little bit about selling. And so if we can give some incentive to get somebody to do something sooner, maybe they should earn something in reward. And so what we've done is we said, okay, we're going to start at this price. I think it's 649 or 689, so something like that. And every two weeks, we're going to raise the price until we get to the final price of 9.99 to attend the event. So the sooner you sign up, the more money you save. Incentive to get somebody to do something. Now, you create need, you create fear of missing out. You create all that stuff. And it's exactly what we teach in those type of things in our event. So we want to give you guys some incentive today. We want to let you know that, hey, our prices go up every two weeks, so you want to get signed up as quickly as possible. But we're going to give you even more incentive. We want to give you, you took time today to listen to this and we want to give you an extra a hundred bucks off per guy. So whatever the price is today, you're going to take $100 off of that with a coupon code. And that coupon code, you want to write this down because I don't think I can type it in. Maybe I post it in a comment, see how much of it goes out there. Because it doesn't go everywhere that, on people that are listening to this because this is on YouTube, LinkedIn, Facebook, everywhere. But the code is Rush100, save you $100. Rush100, type it in the coupon code, save yourself another hundred bucks. And it works for two hours after this event. I think it's going to go till, I think we gave a little grace period to 7 o'. Clock. So go get signed up today, this event, if you want to blow your numbers out of the water in the last quarter, get over the goal line, finish strong, win the championship, any of that kind of stuff that you want to associate with it. Because that's how I looked at it. Like, hey, we're here to win a championship. This is a competition and we got to push that ball across the goal line at the end and win the Super Bowl. And so that's why we call this top rep rush. It's that, it's that one yard dive over the one yard line to finish stronger than anybody else. So you got a choice. You can stay where you are and follow the cycle, or you can join the growing ranks of top reps out there changing the game and changing their lives. We have had so much feedback about this, about how much of a change it has made for an individual, for a team, for a company, for a leader. We want that same change for you guys. So my question, you guys watching this? I know there's viewers out there, but they're viewing in different places. Who's in? I already got one. We already got one that says, hey, I will see you in Philly. That was Taylor Ammons. Great job. Can't wait to see you there, buddy. But who else, like, hey, I'm gonna, I'm going to get better for today. It's hot outside anyway. You don't want to like, perfect time. It's a Monday and a Tuesday. So, hey, that, those aren't the best sales days anyway. So where do we want to go out there and get a little bit better? Who's in? So just post in There, give us a little feedback. Say, yep, I'm in. I'm gonna go get it. I'm usually rush. I'm sending some of my team. Good. That must. I think that's Kinsella, because I keep seeing Facebook user. Maybe it's him. Maybe it's somebody else. We didn't give access to streamyard to his Facebook profile. Well, that's cool. That's great. Use that coupon code today. Save yourself some money, because it'll save you off of the prices today, which I think sets it back to the early bird pricing. Each week, each two weeks, it goes up, and it will continue to go up. We will not pull back off of that. We're not going to give you some kind of special discount at the end or any of that kind of stuff. We might do a coupon code here and there, but. Oh, it's Justin Briggs.

Hey.

Yes. All right, brother. Briggs Construction out and Briggs Roofing out in Idaho. Can't wait to see you guys there. It's a great event. You've actually sent people before. And so that's proof in and of itself, like, hey, that thing works. I'm gonna send some more people. Cool to have. So we're here. I'm gonna throw a couple of links in there so you can go and get this done. There's been several people that are posting. Yeah, we're. We're in. So I am going to give you the link right here. And Jake Dempsey said, hey, wait, I'm in Idaho. Hey, Jake. What's up, brother? It's been a while. So the first link I just shared is the link to the site to learn more about Top Rep and what we do and how we do it there. This second link is like, hey, I already know all that stuff. I'm in. I want to go register. There's your registration link. You guys should see it in the comments on Facebook and YouTube. I don't know if it drops into LinkedIn or not, but if you need it, just message us on LinkedIn and we'll get it taken care of. We're here, right, Chuck? We're here. Should we do a little coaching?

Let's do it.

So we said we'd do some Q and A today. What do we got? What are our questions? What are we struggling with out there in sales? What's the things that are getting in your way throughout the season? Different things come up at different times. Hey, you know, if you're a storm guy, hey, we don't have that great of a storm, so what should I do? Hey, we've got a storm and I'm super busy. What should I do? Hey, I'm in retail and I'm not closing the way I'd like to close. Where do you think you're missing it and what can we help you with? So post those comments, Ask those questions. If you're watching this later today, post the comments. We'll be paying attention and we'll answer you through the comments. But we'd like to answer you live. We'd to like right now. Put us on the spot, see if we know our game. You know, if it's a closing thing, if it's an objections thing, if it's a timing thing. I saw this cool thing that salespeople go too fast. That's what they do. They go too fast. They're always pressing the gas and run a thousand miles an hour, and they're trying to get through a presentation as quickly they can to get to the next one. And it was pretty cool analogy that I saw. It was like, like the race car. Like, hey, how can I be the fastest and get to the finish line the fastest? And really what we need to do is slow down a little bit. You know, slow down and be problem solvers, consultative selling, because we don't. I. How about you guys out there that are in the sales world, do you like somebody hard closing you and pushing and drawing that kind. Like, do you enjoy that? Do we think that our customers enjoy that?

Absolutely.

That's the beauty of top rep. It creates this dynamic that it's just logical to choose you. It takes all the guesswork out of it. And you go, hey, would you prefer to pay cash or finance out? Can we get you on the schedule this week or next week? And you ask them a question and you shut up. Amazing. They just pick up the pin and go. It's super cool to eliminate those objections, to put yourself in that objection. I'm selling my home. Why should I install the roof now versus let the new owner do it. Chuck. I think that's on one of our cards. You want to. You want to handle that one? That's your wheelhouse. Let's go.

You know, you got to understand, when you have someone that has a house for sale, you got to get them talking. There's many times where I'll pull up with another sales rep, and they're like, oh, this will take 15 minutes. Because they're thinking that the homeowner just wants a number to use for negotiation. And sometimes that may be the case, but Most of the time you gotta bring out the why. And so when you get up to the homeowner and you ask them, say, hey, I noticed that you have a for sale sign in the yard. What is it that you're looking to get out of this visit and let them tell you? I mean, they may come right out and tell you, I just need a number so I can give to my realtor. But most of the time they're going to say, my realtor told me to call you. Well, if your realtor told me to told you to call me, then that means that we need to get this thing done. Because what typically will happen is the if you wait and you, you let someone look at your house that has work that needs to be done, they're going to add 50% to the cost of what it actually will take to get that job done. Because now it's like a convenience fee. You're not gonna.

That $20,000 roof just came $30,000 off the price of your home. Right? Right. And so, yeah, 100% agree with you. And that's the consultative side of it. So many of us make assumptions and we run with what we know on somebody selling their home without asking them, well, why am I here in the first place? I'm here. Why am I here? If you're selling your house, what are you trying to accomplish? And it could be their roof is just crap and they have to do it to get their house sold. They could be, hey, I'm trying to get the most out of my house and I'm considering replacing my roof, or, hey, I'm selling it to my brother. So it could be there's all kinds of things and we don't know and we make assumptions and don't know what they say about assuming. Cause I don't like to say that stuff in public, but we don't want to do that. So we have to ask those questions. Once we get that answer, then we'll know how to actually present to them and direct them and give them a solution that works for them. Hey, if they want the cheapest roof they can put on to get it to sellable, we can do that. That's okay. I don't mind selling that job, but I'm not going to go that route. I'm going to show them all the options and let them choose. I'm still going to go do what I do. Right? I'm still going to say, hey, here's all the cool stuff. But with that knowledge now I can say, hey, you Know you're selling your house. I want to show you these other options. Because when you go to sell your house, instead of adding 50% and to the cost of doing this thing and losing 30 on a $20,000 roof, maybe we can add 20. Maybe we can add 20 to the equation because you have this new, amazing roof on it. And then let them decide, hey, I want the good one, the better one, or the best one. And. And that works pretty well. It goes over pretty good. So Jake Dempsey says. I have been seeing a lot of comments as a recent from contractors that are working so hard to get a better scope from the insurance company, only to have the customer hire a cheaper contractor. This isn't just a sales problem. This is a process problem too. How do contractors address this? Go to top rep. Duh. Yeah, exactly. Yep, that's exactly the answer. Jake, come to Top Rep. We don't need to talk about anymore. We'll show you there. No, let's talk about that a little bit. So I'm a contractor. I have an insurance restoration job, and it comes back from the insurance company. It's not where I need it to be to do the work. This is actually a big part of what we teach at Top Rep because this has become a massive problem, especially over the last five years. Denials, delay, defend, cheap, all that stuff. The insurance companies are fighting back, and they're fighting back hard. And we need to change the dialogue. We need to change the rules. We need to take ownership back over of this industry, of what we do. You hear a lot about it nowadays, of. What is it called? What's Jim Silver's thing called? One.

One industry, one model.

One industry, one model. Which it is the model. It's the original model. It is what we were and who we are and what we should be. We're contractors. We. We should be able to say, this is what our roof costs. That thing you have on your house is the cheapest possible thing somebody could put on. If you want us to go back with that, we certainly can. But hey, let's do something special. You got a great down payment. You got a great down payment from your roof, or an awesome coupon for this better and best roof. And so we teach how to reposition that. Selling thought, be a little bit more in the retail world, but not hard. It's just learning a new skill. And it's something that can be learned very fast. And it's amazing how the. How the environment changes for a company. They go, oh, cool, like, we can actually sell it. I See, so many contractors go out there and here's the scope, right? I got a scope, 30 year dimensional, whatever, blah, blah, blah, blah, blah. All right, here's our 30 year Mrs. Jones. So which color do you want? Okay, let's go with that one. And poop. They go and put it on. Why, like, you didn't even offer them the chance to get an impact resistant or a designer or who knows, stone coated steel or some type of composite. Why are you not giving them the opportunity to give you more money? I don't, I don't understand. Like, you wouldn't sell me. I would be like, I don't ever want to deal with that again. And there's a lot of people out there that are thinking that. So when we start to give them some options and saying that that money from their insurance company isn't what it is that we're showing them, it makes a massive difference. And you'd be surprised how many people. Because we don't position it from good, better, best. We position it from best, better, good. And we all know as human buyers, we want the best. And what we found is that 60% of people will buy better. But you're out there selling good. We're beating you every day in competition. We're making more money in less time and delivering an experience that a customer wants. We want to teach more people how to do that. We want to make it easy. So, Jake, I hope I answered your question. Neat. I'm glad you got that from the Instagram. I'm not supposed to negotiate with them. Let's get you on. Let's get you on the board. This is what it's going to cost to replace your roof. We can finance that thing. Send the invoice to the insurance company. Hey, insurance company, this is my invoice to do my work. And they go, whoa, what are you talking about? I need to call that contractor. Calls contractor, he goes, hey, contractor, I got an invoice from my customer saying that this is what you did the roof for, but you didn't get approval. Guess what? I did too. I got it from the homeowner, my customer, the person that owns the home that says, I want that roof. Why are you calling me? Why are you talking to me? I'm not even supposed to talk to you guys. I think there's this like weird like acronym up A or something. I'm not supposed to negotiate or. Yeah, like, yes, this is my price for a roof. They said, yes, we did it, end of story. And it's a lot of fun. I promise you we can teach you in detail how to do that, make that easy, enjoyable, a lot of fun for the client and set the expectations, appropriate them. And that phone call is a fun phone call for anybody dealing with insurance companies. And even better than all of that, using something like moment and getting it financed. I get paid. I get paid now. My sales rep gets paid. I get paid as the owner. Anybody else earning commissions off that job gets paid now and doesn't wait six weeks, eight weeks, 12 weeks, half a year to get depreciation. All the other stuff that goes along with it, we help facilitate it with the customer, but we don't own it anymore. And it is amazing. People have bought into it. It's going to change an industry and we're all doing it together. We all believe it. Let's be a contractor again. It's not that hard. Top rep, life changing. Sign up. Learn from the best. Jeremy Steele. Thanks brother. Appreciate that. Good to have you on board today. Any others? Those are a couple really good ones. Objection. I'm selling my home and then contracted working with insurance companies, not getting the scope right. And then some low price leader walks in and steals the job away from you because they're selling on price, not value. And you didn't sell on value either, which is why they got it away from you. We want to teach you how to do that. Any other questions, anything like that? So I want to make sure that we don't miss some people. And what I'm talking about there is we have some pretty amazing sponsors. Leap is one of those sponsors. They come out, they teach about how using proposals will help you close at a higher percentage. It's been awesome to watch and see the difference that that's made for people. And then we have Rilla voice. If you haven't heard of real a voice yet, you've got to hear about these guys. This was something that I thought of a long time ago. Technology just wasn't there yet. But I thought, you know, there should be some artificial intelligence on this whole sales thing. Like we're doing the same thing. It's something that's repeatable. It's a process. We should have some kind of software that listens to it, says you're doing it right or you're doing it wrong. Well, that's been created and it's taking what is being done right and being done well and pushing that upstream for everybody else to learn from. And certainly you can go to RILLA and get it for your company. But top rep has a version of Rilla that is top rep. It's top rep, copilot. So we're not just comparing against our own guys, we're comparing.