Adam Sand shows how roofing salespeople can boost close rates by recording videos and annotating photos during inspections. Adding annotations takes 15 minutes per job but can increase your commission from $1,280 to $3,840 monthly on the same 40 inspections, working out to $192 per hour of extra work.
I highly encourage you to start recording videos on the roof. Because if a picture is worth a thousand words, the video is worth a million. The best people in the industry to sell roofs today record videos. The best people in the country. Not the best in your state, not the best in your city, not the best in your company. The best salespeople in the country, the ones who go to the conferences and get up on these awards for selling 7 or 10 or $12 million a year. Those guys record videos on every roof. But the number one objection that I get to this is it takes too long to take the pictures and annotate them. I want to run a little math experiment with you guys. How much a roof costs in your market. Almost everywhere else the price is pretty similar. So this math will work out about the same. Okay, 16,000 is the price of a roof. So we're going to go times point zero eight. So put that at 8% commission. So that's what a roof is. That's what a roof is worth. Now let's say you're doing a very modest 22 appointments per day times 20 days in a month, five days a week, two appointments per day. This is like a part time job. So that's 40 inspections a month. Let's say you're closing at 27%. Let's give it to 30% times 0.3. So you're closing 12 deals a month. So 12 deals a month times what did we say that was? 1280 a roof. Yep. So 12 deals a month times 1280 a roof. $15,000 a month. Not a bad job. Now here's the thing. If I open Company Cam right now, so in Company Cam, there's a feature in your camera settings that shows you how to do it. So you scroll down and you flip on edit mode. And what that does is every time you take a photo, it prompts you to do an edit. So when you as a salesperson, you might be doing this, goes up on the roof, climbs up to the peak, stands at the peak, opens up their camera and goes in a circle. Because the Boss said take 80 pictures every time someone breaks the lamp. And they're sure that that light was already broken or that gutter was already broken or that other thing. The first thing they do is walk into the sales office. Hey, guys, take more pictures, more pictures. Because they just want a chance to prove that it wasn't them. But just take more pictures. Improve the sales experience. No. Okay. And I'm going to take some pictures. So there's a picture my Edit mode's on. Okay, so I'm going to draw a box protect air conditioner with board. And then I'm going to slide that box up, make a little bigger for my air conditioner. And then we'll draw a little arrow like this. Say like, because again, this is my visual recorder layout tarps. Okay, save and go to my next thing. Take a picture. And we're going to say exposed nail head will leak soon. Save, Take another picture. All right, and then we're going to go. What else do we want to do? Okay, we're going to say will install metal valley here. Autocorrect is taking care of me today. Okay, so how long did that take? So first one was at 9460-894637-94652. So to annotate three photos took me less than a minute. So let's say you have to take 40 photos. We did the measurement on it and the close rates went up about 20%. The easy math is like 7%. So like 25 goes to 32, 30 goes to 37. We have a client and we have three clients in the same market within an hour's drive of each other. We have one client who followed the process perfectly last year they had a 52% close rate at a 45% gross profit. If you take 40 photos, you have to annotate 0.7. That's 28 photos. It took me less than a minute to annotate three. So divide by three, that's how many minutes it would take you to annotate the photos. 10 minutes. Let's double it. So you do 40 estimates a month. Remember? Because we said two a day times 20 days. Okay, that's 40 estimates a month times 20 minutes. To annotate your photos, that's 800 minutes a month divided by 60, that's 13 hours of work a month. So now we said you were selling at 30% close rate. We're going to go under. We're going to say instead of 7% increase for you, special person, only 5%. So you do 40 appointments a month and you go to point 35 close rate. So you're selling 14 deals a month. 14 deals a month times 18,000 or. No, we said 16,000. 16,000 times 08. That's $17,920. Now what did we say before? It was 15,360. So minus 15, 360. So an additional $2,500 a month. How many hours did we say it was going to take? An extra 13.33 hours. So 2560 divided by 13.33 hours as $192 an hour. I think the question that you're asking is what about if it's an insurance roof, should I still do this? Yes, yes, you should do it on an insurance roof. Because if the only thing you're doing is getting off a roof and going damage, sign this, you're going to get crushed by a company like Monarch Roofing. That goes, here's our inspection report, here's 40 photos, here's all of our annotations. Here's a 12 page deck on why, if you choose to file a claim, you would probably want to work with us and what it's going to be like filing a claim. By the way, if you'd like to work with us, this is how you do it. Sign this, you're going to get crushed by those people. But this is $192 an hour. I could find anyone, any salesperson, I could train them to say the same words, a presentation, right? Typically nowadays, most of my customers, right. Walk around on the car, right? Like just train them really well and then train them to take 40 photos and annotate 28 of them. Really, like to the standard that I showed, where it makes the customer go, I never would have thought of that. And I guarantee you they'll beat guys that have two years, three years experience.
