WEBVTT NOTE This file was generated by Descript 00:00:00.630 --> 00:00:02.720 What does the future of roofing sales hold for? 00:00:03.210 --> 00:00:07.229 Well, in this video I'm gonna share with you my three predictions on the 00:00:07.229 --> 00:00:10.350 future of roofing sales, and I believe that these changes are going to be 00:00:10.350 --> 00:00:13.200 occurring within the next 36 months. 00:00:13.200 --> 00:00:13.649 That's right. 00:00:13.800 --> 00:00:19.410 These three big changes will impact you and me both over the next three years. 00:00:19.590 --> 00:00:22.680 Now, as I lay these out, some of the stuff might be a little scary, 00:00:22.680 --> 00:00:25.259 but I don't want you to feel afraid. 00:00:25.290 --> 00:00:26.130 And the reason. 00:00:26.585 --> 00:00:30.845 With change, we can either jump on the wave and surf it and be in the forefront, 00:00:31.055 --> 00:00:34.955 or we can let that wave crash through us and we're left there tumbling on the 00:00:34.955 --> 00:00:39.665 bottom of the ocean, getting smacked into the, into the sand or into the coral reef, 00:00:39.845 --> 00:00:43.325 and watch everybody else coasting that wave, having a good old time pass us by. 00:00:43.385 --> 00:00:45.935 And by the way, being slammed on the bottom of the ocean 00:00:46.115 --> 00:00:48.455 under a wave, not very pleasant. 00:00:48.535 --> 00:00:49.194 Been there. 00:00:49.375 --> 00:00:51.055 Hey, welcome or welcome back. 00:00:51.114 --> 00:00:54.025 My name is Adam Besman, the roof strategist, and everything I do here on 00:00:54.025 --> 00:00:56.964 my channel is designed to help you and your team smash your income goal and give 00:00:56.970 --> 00:00:59.334 every customer an amazing experience. 00:00:59.394 --> 00:01:02.125 And I've had the opportunity to help thousands of sales reps just 00:01:02.125 --> 00:01:05.664 like you overcome the same sales challenges that you're probably facing. 00:01:05.815 --> 00:01:08.245 So if you haven't done it, let's hook you up with a freebie and get you 00:01:08.245 --> 00:01:11.274 inside to get a free copy of my pitch, like a pro roofing sales training 00:01:11.274 --> 00:01:13.195 video library, organized by category. 00:01:13.225 --> 00:01:15.414 Every video I've ever done great for easy, bing. 00:01:15.745 --> 00:01:18.295 Great for the seasoned veteran looking to sharpen the skills. 00:01:18.475 --> 00:01:19.825 Great for owners and managers. 00:01:19.825 --> 00:01:22.945 Looking for some content to train in your weekly sales meetings. 00:01:23.095 --> 00:01:23.875 Look no further. 00:01:24.085 --> 00:01:26.335 Go to the roof strategist.com right now, or click the link 00:01:26.335 --> 00:01:27.925 in the video description below. 00:01:28.255 --> 00:01:31.495 All right, my prediction of the few, uh, the, the biggest three changes that 00:01:31.495 --> 00:01:35.995 we're gonna face and, and I invite you, please drop a comment, share your thoughts 00:01:35.995 --> 00:01:39.925 whether you agree, whether you disagree, and what items that I may have missed. 00:01:39.925 --> 00:01:42.685 Now, full disclosure, I've shot this video about five times. 00:01:42.965 --> 00:01:46.685 And I've trimmed it to the, to the main three that I think are, are really the 00:01:46.685 --> 00:01:48.125 things that we need to be focused on. 00:01:48.215 --> 00:01:51.065 So let's skip the fluff and jump right in, shall we? 00:01:51.455 --> 00:01:51.785 All right. 00:01:51.785 --> 00:01:52.775 Number one prediction. 00:01:53.045 --> 00:01:59.645 I see an emerging trend in private equity in corporatization coming 00:01:59.650 --> 00:02:03.785 into the roofing industry, we see people gobbling up companies. 00:02:03.905 --> 00:02:07.445 We see other companies merging with other companies, and. 00:02:07.650 --> 00:02:11.250 I believe just like our utility companies are trying to create 00:02:11.250 --> 00:02:15.810 these, uh, monopolistic practices, I see this coming with the. 00:02:16.830 --> 00:02:19.770 Roofing industry, there's all of this money coming in, and 00:02:19.770 --> 00:02:25.350 with that money, we see massive technological advancements now. 00:02:25.620 --> 00:02:28.380 So the future of roofing sales, you're like, Dude, you just wrote the word 00:02:28.385 --> 00:02:30.030 technology, so I wanna break this down. 00:02:30.630 --> 00:02:32.170 What kind of technology am I talking about? 00:02:32.725 --> 00:02:36.175 I believe in the next three years, we are going to see people moving into 00:02:36.175 --> 00:02:38.845 systems to, to try to sell a roof online. 00:02:39.145 --> 00:02:42.595 We're looking for ways to cut the, they're looking for ways to cut sales people out. 00:02:42.775 --> 00:02:45.715 How do we eliminate our, one of our biggest expenses, which is roofing? 00:02:45.720 --> 00:02:47.035 Salespeople that earn a commission. 00:02:47.305 --> 00:02:50.275 And I know that there are people developing in, working on 00:02:50.275 --> 00:02:52.495 methods to sell a roof online. 00:02:52.705 --> 00:02:54.685 And again, remember I said there's nothing really to be. 00:02:55.340 --> 00:02:59.329 So I want to ask, especially to all of my storm restoration contractors out 00:02:59.329 --> 00:03:03.350 there, think I want you to ask yourself this question, What percentage of the 00:03:03.355 --> 00:03:06.920 roofs that I sell does the homeowner say when you first approach them? 00:03:07.250 --> 00:03:08.359 I don't have any problem with my roof. 00:03:08.359 --> 00:03:09.000 I dunno what you're talking about. 00:03:09.674 --> 00:03:14.325 Now for most companies, that's between 70 to 90%, which means 70 to 90% of people 00:03:14.325 --> 00:03:16.245 don't even know they have a problem. 00:03:16.635 --> 00:03:17.565 We're in direct sales. 00:03:17.565 --> 00:03:21.165 We show up at their house to help them identify the problems 00:03:21.165 --> 00:03:22.095 they weren't even aware of. 00:03:22.125 --> 00:03:24.975 And this is why I think, and it drives me nuts, I see people that are like, 00:03:25.015 --> 00:03:27.555 Adam, oh, storm sales isn't real sales. 00:03:27.555 --> 00:03:28.605 And I'm like, Oh, it's not. 00:03:28.905 --> 00:03:29.535 You mean? 00:03:29.535 --> 00:03:34.244 Anyone can show up at a stranger's house unannounced with no brand recognition 00:03:34.424 --> 00:03:37.785 and get an opportunity to hop up on the roof when they think the roof 00:03:37.790 --> 00:03:40.845 is fine, show them that they have a problem, and then get them to take 00:03:40.845 --> 00:03:44.745 action on that problem and end up with a contract for 20 some thousand dollars. 00:03:45.165 --> 00:03:47.084 That's pretty wild, in my opinion. 00:03:47.144 --> 00:03:50.174 Some restoration contractors, they have cut their teeth in one of the most 00:03:50.174 --> 00:03:53.595 challenging types of sales, yet for some reason, people push back on me and I 00:03:53.595 --> 00:03:55.245 always wanna say, Oh, it's not that hard. 00:03:55.364 --> 00:03:57.375 Then by all means, teach me the way. 00:03:57.584 --> 00:03:58.125 Show me. 00:03:59.024 --> 00:04:02.445 They're just afraid to do it and people, it, it, I could go on and on. 00:04:02.445 --> 00:04:05.234 So my point is, yes, this will happen. 00:04:05.415 --> 00:04:09.195 There will be a new Amazon Roofing is getting commoditized and people 00:04:09.195 --> 00:04:10.244 will be able to shop for roof. 00:04:10.244 --> 00:04:13.725 And those people, that market segment on the, uh, level of 00:04:13.725 --> 00:04:15.795 awareness, if we look my, my. 00:04:16.329 --> 00:04:20.019 Estimation of the market is that about 70% of the roofing industry 00:04:20.019 --> 00:04:24.280 in the US is driven by severe weather, hail, wind, or hurricane. 00:04:24.520 --> 00:04:30.010 When we see pretty much everywhere from Arizona and Utah, all the way up through 00:04:30.010 --> 00:04:34.419 the Midwest, through the Dakotas in every single state up until about Pennsylvania, 00:04:34.419 --> 00:04:36.460 straight south, that main segment. 00:04:36.600 --> 00:04:38.820 Majority of the market is driven by storms. 00:04:39.210 --> 00:04:43.620 We get states like California, Washington, Oregon, and in the northeast. 00:04:43.980 --> 00:04:47.250 Those places don't get storms in the same frequency, but they 00:04:47.250 --> 00:04:50.340 still get some specifically severe weather being on the coast. 00:04:50.670 --> 00:04:54.510 Now, the reason I say that is if we look at the market, I'm gonna say 00:04:54.515 --> 00:04:56.460 that, oops, let me erase that here. 00:04:56.640 --> 00:04:59.760 I'm gonna predict, and, and by the way, this is where I'm looking for, for you 00:04:59.760 --> 00:05:01.560 to say, agree, disagree, push back. 00:05:01.560 --> 00:05:02.100 That's all good. 00:05:02.370 --> 00:05:06.150 If we were to carve out a segment, I'm gonna say that storm. 00:05:07.229 --> 00:05:08.849 takes up about this much of the market. 00:05:08.880 --> 00:05:11.909 Here we've got retail, These are elective roof replacements. 00:05:11.940 --> 00:05:15.060 And then again, we've got, within retail, we can grab out 00:05:15.065 --> 00:05:16.469 a sliver of new construction. 00:05:16.469 --> 00:05:19.799 So in fact, let's do that right now because the buy roof online people, 00:05:19.799 --> 00:05:21.570 that's not gonna impact new construction. 00:05:21.750 --> 00:05:23.219 That's a whole different kele of fish. 00:05:23.224 --> 00:05:27.330 These systems are designed to sell, um, sell roofs to 00:05:27.330 --> 00:05:28.049 people who know they need it. 00:05:28.049 --> 00:05:31.250 So we got retail and then we have, I'm just gonna write new. 00:05:31.710 --> 00:05:32.760 Construction there. 00:05:33.000 --> 00:05:37.890 So this technology I don't believe is gonna impact the store market as much. 00:05:38.830 --> 00:05:41.790 Emerging technologies to identify damage, speed up the 00:05:41.790 --> 00:05:43.890 process, all that will impact us. 00:05:43.950 --> 00:05:47.370 But I'm not super concerned about the technology to cut the sales person out 00:05:47.550 --> 00:05:50.130 because generally speaking, these folks don't even know they have a problem. 00:05:50.220 --> 00:05:51.300 We got the retail market. 00:05:51.450 --> 00:05:54.420 People who jump online need a new roof, New roof replacement. 00:05:54.570 --> 00:05:55.650 Yeah, this could. 00:05:56.145 --> 00:05:58.995 Retail folks more, which again, we still serve. 00:05:59.205 --> 00:06:02.594 But I just wanted to paint this picture of what I see in the market and why people 00:06:02.594 --> 00:06:04.275 that say Adam do more stuff on retail. 00:06:04.455 --> 00:06:07.484 I do a lot on retail, but I'm gonna be frank with you on YouTube, it doesn't 00:06:07.484 --> 00:06:11.385 perform as well cuz most people are capitalizing on storms and the only 00:06:11.385 --> 00:06:13.245 time they're turning into retail is when there's not a lot of storms. 00:06:13.305 --> 00:06:15.885 And a good company should be able to handle both. 00:06:16.155 --> 00:06:19.275 All right, so there's my prediction on the technology side, the main thing. 00:06:19.719 --> 00:06:23.380 A bunch of money coming in, private equity coming in, technology companies 00:06:23.500 --> 00:06:27.280 growing, and the capability of companies that are out there now exceeding 00:06:27.370 --> 00:06:31.270 to make the process faster and to cut the salesperson out, all right? 00:06:31.270 --> 00:06:32.020 That's the main thing. 00:06:32.020 --> 00:06:33.460 Cutting the salesperson out. 00:06:33.550 --> 00:06:34.780 How do we sell a roof online? 00:06:34.784 --> 00:06:36.700 How do we estimate on autopilot? 00:06:36.880 --> 00:06:38.740 How do we present automatically? 00:06:38.740 --> 00:06:42.070 And how do we give the homeowner control to, to select their options and go? 00:06:42.130 --> 00:06:44.979 And again, I do believe this will be often a race to the bottom 00:06:44.979 --> 00:06:48.700 because on a big decision for someone being in someone's home. 00:06:49.740 --> 00:06:52.229 I think there's gonna be some market adaptation until people 00:06:52.229 --> 00:06:54.840 are even comfortable saying, I bought this roof online. 00:06:54.840 --> 00:06:59.190 I didn't talk to anyone until I literally gave a deposit for a $20,000 system. 00:06:59.190 --> 00:07:00.419 10 grand Uhuh. 00:07:00.450 --> 00:07:03.870 I just, there's gonna be some human element involved and I think 00:07:03.870 --> 00:07:05.190 that we've got some time to adapt. 00:07:05.190 --> 00:07:06.150 So there we have it. 00:07:06.240 --> 00:07:09.330 Number one is technology Now, number. 00:07:10.575 --> 00:07:13.455 . And by the way, again, drop in the comments if you agree or disagree. 00:07:13.605 --> 00:07:15.705 If you think this number is totally skewed, I'd love to hear from you. 00:07:15.705 --> 00:07:18.974 This is my, what I've seen from serving folks in every state, but, 00:07:18.974 --> 00:07:21.645 uh, your opinion matters, so drop it. 00:07:21.974 --> 00:07:22.335 All right. 00:07:22.395 --> 00:07:24.974 When I say drop it, I mean in the comments, not drop your opinion. 00:07:25.034 --> 00:07:25.395 All right. 00:07:25.875 --> 00:07:28.664 Number two, what I see is price pressure. 00:07:29.175 --> 00:07:31.245 Now I'm gonna break this down to both storm and retail. 00:07:31.245 --> 00:07:35.534 What do I mean by price pressure, uh, at today's current, at 00:07:35.534 --> 00:07:36.615 the time of this record? 00:07:37.620 --> 00:07:39.540 , we've got some supply chain issues. 00:07:39.570 --> 00:07:43.950 We have material availability issues, and we have the cost of roofing skyrocketing. 00:07:44.190 --> 00:07:47.910 When I got into the business in 2011, we were fighting to get 300 a 00:07:47.910 --> 00:07:54.000 square and that same market today is selling at six 50 to 6 75 a square. 00:07:54.270 --> 00:07:57.600 Now that doubling more than doubling of that price took a 00:07:57.600 --> 00:08:02.700 bit over a decade, but in today's economy, we are seeing seven to 12. 00:08:02.890 --> 00:08:09.130 Percent price increases on raw material per quarter, which means 00:08:09.130 --> 00:08:11.530 that the cost of roofing is compound. 00:08:12.075 --> 00:08:15.525 Pretty much four times faster than the stock market, and who 00:08:15.525 --> 00:08:16.665 knows what that's gonna look like. 00:08:17.025 --> 00:08:20.805 The result of this is that the price of roofing is going to 00:08:20.805 --> 00:08:24.765 double is two x per five years. 00:08:24.945 --> 00:08:28.185 That's about the projection that I've shaken out with the math meaning. 00:08:28.310 --> 00:08:31.520 If someone decides today, Hey, I don't wanna do my roof, I can get 00:08:31.520 --> 00:08:35.120 five years more out of it, you're gonna see that the cost of that 00:08:35.120 --> 00:08:36.860 roof will double in five years. 00:08:37.190 --> 00:08:42.380 Uh, at today's rates, a $15,000 roof is going to be about $5,000 00:08:42.380 --> 00:08:44.420 more if they wait a year at 7%. 00:08:44.745 --> 00:08:49.185 And then at 12%, that number shoots up to almost $9,000 on a $15,000 roof. 00:08:49.485 --> 00:08:50.235 Yeah, you heard me right? 00:08:50.235 --> 00:08:53.445 And if you want more on that, click up here and watch this video on urgency. 00:08:53.445 --> 00:08:55.035 Creating real urgency true to life. 00:08:55.065 --> 00:08:57.765 Urgency and getting homeowners to take action now and not 00:08:57.765 --> 00:08:58.935 punting the roof down the road. 00:08:58.935 --> 00:08:59.475 We'll do it later. 00:08:59.475 --> 00:09:00.135 We'll do it later. 00:09:00.255 --> 00:09:03.135 Cuz the truth is they're gonna be spending just in a year, five to 00:09:03.135 --> 00:09:05.475 $9,000 more for the exact same roof. 00:09:05.535 --> 00:09:08.085 And it's not like they're getting some fancy new phone, right? 00:09:08.085 --> 00:09:09.525 Same roof, same color options. 00:09:09.705 --> 00:09:10.915 So those price pressures. 00:09:11.005 --> 00:09:14.245 I believe are going to impact the roofing space because we're gonna have to get 00:09:14.245 --> 00:09:16.105 creative on our financing solutions. 00:09:16.285 --> 00:09:18.775 But then we have storms, so let's talk about that. 00:09:19.135 --> 00:09:22.555 I believe that we are going to see pressure from insurance companies both 00:09:22.555 --> 00:09:25.585 on policy coverage and deductibles. 00:09:25.825 --> 00:09:26.155 Okay. 00:09:26.245 --> 00:09:32.425 What we're already seeing, by the way, is coverage on the, um, uh, roof surface. 00:09:32.425 --> 00:09:34.825 We're seeing exclusions, we're seeing special deductibles 00:09:34.825 --> 00:09:36.085 for hail, wind, or hurricane. 00:09:36.355 --> 00:09:39.205 Um, and I do do believe that's gonna gonna continue. 00:09:39.425 --> 00:09:40.775 D Duck de bull. 00:09:40.775 --> 00:09:42.724 Sorry, I can't spell and talk at the same time. 00:09:42.995 --> 00:09:45.515 This price pressure is gonna have to, to, to. 00:09:47.190 --> 00:09:52.350 Have us adapt on how we serve and what we offer, including financing as well 00:09:52.350 --> 00:09:55.530 as option number three, which I'll be talking about here in a minute. 00:09:55.830 --> 00:09:57.990 Price pressure, retail price pressure insurance. 00:09:58.200 --> 00:10:02.280 We got pressure on the retail side from the, the industry at large, and then we 00:10:02.280 --> 00:10:05.490 have pressure on the insurance side due to these rising costs and rising claims. 00:10:05.560 --> 00:10:07.750 With coverage and deductible issues, the insurance companies are trying 00:10:07.750 --> 00:10:10.869 to cut themselves out, and we're also seeing that they're trying to pay less. 00:10:11.079 --> 00:10:11.319 Right? 00:10:11.319 --> 00:10:15.640 We're seeing this a lot on carriers, the common claims, and in fact, uh, at the 00:10:15.640 --> 00:10:18.939 time of this filming, we're bringing a special guest into the Pitch Pro movement. 00:10:19.089 --> 00:10:23.199 Uh, drew subtle with total scope to talk about dealing with this stuff. 00:10:23.204 --> 00:10:24.280 So, um, yeah. 00:10:24.760 --> 00:10:25.240 It's common. 00:10:25.300 --> 00:10:26.140 I post it in the group. 00:10:26.140 --> 00:10:27.340 What do you want Drew to cover? 00:10:27.520 --> 00:10:30.820 Main thing, coverage, disputes, lack of coverage. 00:10:30.820 --> 00:10:34.210 Playing games on not paying out, moving to other platforms 00:10:34.210 --> 00:10:35.950 outside of Xactimate to estimate. 00:10:36.100 --> 00:10:38.200 So if you're interested in that, by the way, and you do end up becoming a 00:10:38.200 --> 00:10:41.260 Pitch Pro movement member, if there's links in the description, um, that 00:10:41.260 --> 00:10:42.730 recording will be available for you. 00:10:42.910 --> 00:10:44.440 So that's number two is price, pressure. 00:10:44.500 --> 00:10:45.700 And then the biggest threat. 00:10:45.700 --> 00:10:49.300 Number three is, it's funny, it's a threat, but it's also an opportunity. 00:10:49.300 --> 00:10:50.140 And it starts with an ask. 00:10:50.140 --> 00:10:50.800 Can you guess it? 00:10:51.190 --> 00:10:51.670 Solar. 00:10:52.450 --> 00:10:52.720 All right. 00:10:52.725 --> 00:10:53.540 Now I'll tell you first. 00:10:54.210 --> 00:10:55.110 I was very resistant. 00:10:55.110 --> 00:10:58.680 I, I posted, in fact, in some of the industry Facebook groups do believe in 00:10:58.680 --> 00:11:00.180 solar to the people who are selling it. 00:11:00.180 --> 00:11:02.100 And surprisingly to me, I was shock. 00:11:02.580 --> 00:11:05.280 Most salespeople didn't believe in the economics of solar 00:11:05.280 --> 00:11:06.240 to do it on their own home. 00:11:06.480 --> 00:11:09.060 I sat through presentations, I'm like, Ah, I ain't into this. 00:11:09.120 --> 00:11:15.390 And it wasn't until I started to uncover a new way to do solar, to integrate 00:11:15.390 --> 00:11:20.130 solar with a roofing company for both retail and storm that it really clicked. 00:11:20.190 --> 00:11:24.990 And through learning this have helped the company, uh, end up doubling their 00:11:25.020 --> 00:11:27.900 revenue in 90 days, going from 1.2. 00:11:28.285 --> 00:11:32.785 Per month to about 2.5 million per month end growing by integrating the two. 00:11:32.785 --> 00:11:35.425 And in fact, we actually just had a gentleman inside the Pitch Pro movement. 00:11:35.425 --> 00:11:38.005 Cause we had our first solar sales training session in 00:11:38.010 --> 00:11:38.844 the pitch pro movement. 00:11:39.055 --> 00:11:41.725 And I'm pulling up this, uh, this image right now. 00:11:41.755 --> 00:11:45.475 He says to me, he goes, uh, another 22 kilowatt system closed. 00:11:45.475 --> 00:11:47.275 That's 42 kilowatts in two days. 00:11:47.395 --> 00:11:48.115 Check this out. 00:11:48.355 --> 00:11:49.464 Uh, homeowner. 00:11:51.120 --> 00:11:52.770 Homeowner getting a roof paid by insurance. 00:11:52.770 --> 00:11:58.170 After he called me out to look at it, the repair job turned into $120,000 sale. 00:11:58.199 --> 00:12:00.420 You see that pretty, pretty nuts. 00:12:00.689 --> 00:12:04.680 So what we see is through these financing vessels provided by solar, 00:12:04.829 --> 00:12:08.880 we're able to have a competitive edge by integrating not roof and solar, but 00:12:08.880 --> 00:12:10.770 I want you to think of roof with solar. 00:12:11.069 --> 00:12:12.449 But the problem is the confusion. 00:12:12.449 --> 00:12:14.220 Sales reps don't know what to sell, how to sell it. 00:12:14.220 --> 00:12:17.040 Am I pitching solar or roofs and integrating these? 00:12:17.580 --> 00:12:19.890 Usually ends up where companies fail. 00:12:19.950 --> 00:12:21.810 The sales rep runs around, what do I sell today? 00:12:21.930 --> 00:12:22.800 Do I lead with roof? 00:12:22.800 --> 00:12:23.790 Do I lead with solar? 00:12:23.790 --> 00:12:25.590 And then the deals fall apart and they don't have a hook. 00:12:25.595 --> 00:12:26.580 There's no urgency. 00:12:26.910 --> 00:12:31.500 And it truly is an art cuz this is, the solar sale is a bit more complex. 00:12:31.500 --> 00:12:33.810 It really, it's financial arbitrage. 00:12:33.840 --> 00:12:34.710 It's that simple. 00:12:34.710 --> 00:12:37.500 But you can't say to homeowner, Don't worry, I got a great arbitrage product. 00:12:38.040 --> 00:12:38.880 They don't get that. 00:12:39.030 --> 00:12:42.630 So we need to learn how to communicate and, and I think that in the next 00:12:42.630 --> 00:12:45.300 three years, if companies aren't doing solar with their roofs, 00:12:45.449 --> 00:12:48.569 they're gonna start losing deals to competitors who can offer better 00:12:48.569 --> 00:12:50.189 financing options opened up by solar. 00:12:50.370 --> 00:12:54.780 Who homeowners are gonna want solar due to the new tax credits at 30%? 00:12:54.810 --> 00:12:59.010 And due to the domestic manufacturing tax credits, that can bump that up to a 00:12:59.010 --> 00:13:02.970 40% tax credit, if that, uh, system is. 00:13:04.515 --> 00:13:09.314 , um, excuse me, if the, uh, uh, raw manufacturing is done in the us. 00:13:09.375 --> 00:13:11.324 So if panels are made in the US and there's all these little 00:13:11.324 --> 00:13:14.324 nuances, but uh, again, that's a deeper discovery for later. 00:13:14.354 --> 00:13:18.224 And then you have state tax incentives on top of it, which means, like in 00:13:18.224 --> 00:13:22.555 Illinois, there are some circumstances that you can get at 50 or above 50%. 00:13:23.069 --> 00:13:24.630 Tax deductible systems. 00:13:24.840 --> 00:13:30.270 So if your company or you are not in a position or know how to sell solar, offer 00:13:30.270 --> 00:13:34.860 solar the right way to win more business and, and truly double your business. 00:13:34.860 --> 00:13:39.480 I do think that you will struggle in our market because again, solar, when we can 00:13:39.485 --> 00:13:44.040 turn an insurance claim into a roof solar combo, we're really in an amazing spot 00:13:44.040 --> 00:13:45.300 for that homeowner and I'll share more. 00:13:45.480 --> 00:13:50.699 And in fact, I have my new solar sales system, uh, being released very, very 00:13:50.699 --> 00:13:52.020 soon now, we've been behind the scenes. 00:13:52.165 --> 00:13:54.805 Rolling this out with this one company, again, going from 1.2 million a 00:13:54.805 --> 00:13:58.915 month to, uh, 2.5 million a month in rising, You saw what what Marcos was 00:13:58.915 --> 00:14:03.564 able to do by bringing a repair into $120,000 sale for roof solar combo. 00:14:03.625 --> 00:14:07.375 And in fact, the last company, we just rolled this out, they sold a $39,000 00:14:07.375 --> 00:14:10.015 solar system on top of a $35,000 roof. 00:14:10.015 --> 00:14:12.145 And that was also an insurance claim. 00:14:12.355 --> 00:14:13.224 So there you have it. 00:14:13.224 --> 00:14:16.045 My three big predictions for what I think we're gonna see 00:14:16.045 --> 00:14:17.844 putting pressure on our in. 00:14:18.205 --> 00:14:19.615 Don't worry, we can't adapt. 00:14:19.645 --> 00:14:22.915 Number one is gonna be technology attempting to cut the salesperson 00:14:22.945 --> 00:14:24.955 out by automating certain processes. 00:14:25.285 --> 00:14:28.105 I do believe that we have a large part portion of the market that will be the 00:14:28.105 --> 00:14:32.005 last to adapt, and I don't think that the human element will be removed entirely. 00:14:32.010 --> 00:14:34.645 I do think that our roles might change in time, but time will tell. 00:14:34.855 --> 00:14:36.955 Number two is price, pressure from the retail market. 00:14:37.785 --> 00:14:42.105 With the cost of goods skyrocketing through inflation, material 00:14:42.105 --> 00:14:43.785 availability, and oil prices. 00:14:43.965 --> 00:14:46.125 Then on the insurance side, we got our coverage issues and we're 00:14:46.125 --> 00:14:47.505 gonna need to adapt on that front. 00:14:47.565 --> 00:14:49.515 And the final piece here is solar. 00:14:49.665 --> 00:14:52.755 We'll need to, at some point jump on board and learn how to. 00:14:52.970 --> 00:14:56.540 Integrate this model or we're gonna get left behind as our competitors offer 00:14:56.540 --> 00:14:58.580 solutions that we simply cannot touch. 00:14:58.730 --> 00:14:59.450 And there you have it. 00:14:59.480 --> 00:15:00.500 Now what did I miss? 00:15:00.500 --> 00:15:02.810 What predictions do you have over the next three years? 00:15:02.990 --> 00:15:04.940 How do you think our industry's gonna change? 00:15:04.945 --> 00:15:07.010 And what, what threats do you think we face? 00:15:07.550 --> 00:15:10.550 Share your comments below so we can use this to all grow together. 00:15:10.555 --> 00:15:13.010 And that's what I love about the community here. 00:15:13.015 --> 00:15:15.650 And thank you for being such a valuable part of it in investing 00:15:15.650 --> 00:15:17.000 your time with me today. 00:15:17.270 --> 00:15:21.085 Now, just cuz our time here is about, Up doesn't mean your and my time has to. 00:15:21.355 --> 00:15:23.785 So if you haven't yet done it, hop in right here and download a 00:15:23.785 --> 00:15:26.425 free copy in my pitch, like a pro roofing sales training video library. 00:15:26.815 --> 00:15:30.265 And if you didn't do it, watch this video here on urgency to talk 00:15:30.265 --> 00:15:33.325 about those price increases to get homeowners over the edge to buy a 00:15:33.325 --> 00:15:35.365 roof now and not wait a year or more. 00:15:35.545 --> 00:15:38.155 And believe me, you're gonna provide better service, have happier 00:15:38.505 --> 00:15:39.865 customers, and win more business. 00:15:40.075 --> 00:15:42.595 That's all for now, and I will see you on the next one.