WEBVTT NOTE This file was generated by Descript 00:00:00.390 --> 00:00:04.680 I'm gonna teach you the two ways for you to double your sales. 00:00:04.980 --> 00:00:06.300 That's a pretty big promise. 00:00:06.300 --> 00:00:06.630 Isn't it? 00:00:06.660 --> 00:00:07.620 How can I make a promise? 00:00:07.620 --> 00:00:08.520 I can help you double your sales. 00:00:08.520 --> 00:00:10.500 Well, here's how I helped a company. 00:00:10.500 --> 00:00:14.070 Very recently go from 1.2 million per month to 2.5 00:00:14.070 --> 00:00:16.170 million per month and growing. 00:00:16.560 --> 00:00:20.280 In just 90 days by following the principles that I'll be 00:00:20.280 --> 00:00:21.360 teaching you here in this video. 00:00:21.510 --> 00:00:24.480 So whether you're an owner or manager running your team needing to dial in 00:00:24.480 --> 00:00:26.400 your strategy and get your team focused. 00:00:26.580 --> 00:00:30.570 So you can hit that goal of doubling, or maybe you're an individual sales 00:00:30.570 --> 00:00:33.240 rep and you're selling on your own and you're calling all the shots. 00:00:33.475 --> 00:00:38.065 I promise you will leave this video with a tactical plan to think clearly 00:00:38.065 --> 00:00:39.355 about how to double your sales. 00:00:39.504 --> 00:00:43.045 Because at the end of the day, when you double your sales, there's no doubt that 00:00:43.050 --> 00:00:47.245 you will smash your income goal and give every customer an amazing experience. 00:00:47.250 --> 00:00:49.435 And after all, that's what this entire channel. 00:00:49.905 --> 00:00:52.275 Is all about, so welcome or welcome back. 00:00:52.275 --> 00:00:54.285 My name is Adam Benson, the roof strategist, and I'm really 00:00:54.285 --> 00:00:56.745 excited to have you here today, right before we get into it. 00:00:56.775 --> 00:00:57.945 Uh, I do have a freebie for you. 00:00:57.945 --> 00:00:58.785 If you haven't done it. 00:00:58.935 --> 00:01:01.845 I want you to go to the roof, strategist.com right now. 00:01:01.995 --> 00:01:04.035 And if you want the easy way, just click the description. 00:01:04.035 --> 00:01:07.095 And there's a link right there at the top and get a copy of my pitch. 00:01:07.095 --> 00:01:10.105 Like a pro roofing sales training video library sent write to your inbox. 00:01:10.215 --> 00:01:12.645 If you like these videos, you're gonna love having access to all of them, 00:01:12.855 --> 00:01:14.655 organized by category for easy binging. 00:01:15.015 --> 00:01:17.655 All right, again, available right now@theroofstrategist.com or 00:01:17.655 --> 00:01:18.615 click in the link in description. 00:01:19.580 --> 00:01:22.670 two ways now to double your sales and truly only two ways. 00:01:22.670 --> 00:01:23.480 That's the funny part of the video. 00:01:23.480 --> 00:01:26.360 It's like, here's the two ways, but it's the only two ways to double sales. 00:01:26.750 --> 00:01:28.100 So let's get to it. 00:01:28.490 --> 00:01:31.760 What is the first way that we can double sales by the way, we're gonna start easy, 00:01:31.765 --> 00:01:35.300 cuz uh, I might frustrate some people, but we gotta lay out the groundwork. 00:01:35.330 --> 00:01:36.020 So it's laid out. 00:01:36.260 --> 00:01:40.070 Number one is too sell more. 00:01:40.785 --> 00:01:44.655 Roofs in other words, get more customers. 00:01:44.835 --> 00:01:45.345 Don't worry. 00:01:45.795 --> 00:01:47.295 Number two is gonna be the more exciting one. 00:01:47.535 --> 00:01:49.455 But when we think about doubling our business, there's only 00:01:49.455 --> 00:01:52.005 two ways in the first one, get more customers sell more roofs. 00:01:52.275 --> 00:01:56.325 This can be done in the easiest ways with a referral program, by the way, there's 00:01:56.325 --> 00:01:57.225 gentleman in the pitch bar movement. 00:01:57.255 --> 00:01:58.515 Name of the Dean, shout out ADE. 00:01:58.635 --> 00:02:01.275 And his goal is to get one referral a day. 00:02:01.305 --> 00:02:02.715 He ended up, uh, closing. 00:02:03.070 --> 00:02:07.540 Um, a month earlier this year with 23 referrals, not bad, he fell a little 00:02:07.540 --> 00:02:09.220 short of his goal, 23 referrals. 00:02:09.220 --> 00:02:13.750 And I think over $300,000 in residential sales for himself as a sales rep, he's 00:02:13.750 --> 00:02:18.100 also the sales manager, but at any rate referrals, so building in a sound referral 00:02:18.100 --> 00:02:22.180 system and making sure everybody is asked all the time, I do have to do one 00:02:22.180 --> 00:02:26.530 shameless plug for my program, the roofing sales success formula, because I will get 00:02:26.530 --> 00:02:28.780 you and your team asking for referrals. 00:02:29.415 --> 00:02:30.105 A ton. 00:02:30.405 --> 00:02:34.665 I'm talking when you assign the new customer baked into every single email 00:02:34.875 --> 00:02:38.535 on the actually when the job is scheduled on the day of install, when it's done 00:02:38.775 --> 00:02:42.945 building in the right referral program, building in the right incentive structure. 00:02:42.945 --> 00:02:46.635 And if you want more on this, I have an entire playlist called referral madness, 00:02:46.640 --> 00:02:50.085 teaching my incentive structure, cuz a lot of folks do the referral thing in a 00:02:50.085 --> 00:02:51.915 kind of a backwards way psychologically. 00:02:52.095 --> 00:02:56.415 So using the right incentive and just getting comfortable asking when 00:02:56.415 --> 00:02:58.125 it's all lined up the right way. 00:02:58.245 --> 00:03:00.375 It becomes really easy and really natural. 00:03:00.375 --> 00:03:03.615 And just like with anything new, we have to develop a sales habit 00:03:03.825 --> 00:03:05.565 or guys like Mitch, uh, Mitch. 00:03:05.595 --> 00:03:06.885 Desus who I interviewed in the channel. 00:03:06.890 --> 00:03:09.315 If you click on the playlist and look, look at the interview with 00:03:09.315 --> 00:03:13.845 other sales reps, most all the top earners are integrating referrals 00:03:13.845 --> 00:03:14.955 and get a majority of their business. 00:03:14.955 --> 00:03:15.285 I think. 00:03:15.720 --> 00:03:18.089 Mitch got almost 50% of his business. 00:03:18.119 --> 00:03:19.500 Then I'm, I'm doing the math mentally. 00:03:19.500 --> 00:03:21.359 You know how I do with math, from referrals. 00:03:21.359 --> 00:03:22.799 And he earned about 300,000. 00:03:22.799 --> 00:03:26.399 If I remember right, or just shy, uh, shy of 300,000 of personal 00:03:26.399 --> 00:03:27.630 income as a roofing salesperson. 00:03:27.839 --> 00:03:31.350 So referrals are an absolute, no brainer. 00:03:31.380 --> 00:03:31.589 Right. 00:03:31.589 --> 00:03:33.660 Then we have our referral relationships. 00:03:33.899 --> 00:03:35.279 So that's another way we can do it. 00:03:35.459 --> 00:03:35.670 Right. 00:03:35.670 --> 00:03:38.010 We can definitely get out and go knock more doors. 00:03:38.369 --> 00:03:41.130 We can definitely pour money into more leads. 00:03:41.700 --> 00:03:42.839 But again, these. 00:03:43.385 --> 00:03:44.525 The bottom ones are cold. 00:03:44.525 --> 00:03:45.845 Those are, those are warm, right? 00:03:45.845 --> 00:03:47.075 So we can sell more roofs. 00:03:47.135 --> 00:03:47.435 All right. 00:03:47.435 --> 00:03:49.145 Now you're probably wondering Adam, hurry it along. 00:03:49.145 --> 00:03:49.565 Let's go. 00:03:49.565 --> 00:03:51.815 So I'm gonna answer option. 00:03:51.815 --> 00:03:56.495 Number two, is this earn more? 00:03:57.465 --> 00:03:59.175 Per customer. 00:03:59.745 --> 00:04:03.915 This really is the, the magic bullet in my opinion. 00:04:03.975 --> 00:04:09.645 And I'm gonna tell you why if we go and we sell more roofs, which is very smart 00:04:09.645 --> 00:04:12.375 to do, but it means more work, right? 00:04:12.375 --> 00:04:16.125 We have to manage more projects, manage more customers, increase 00:04:16.125 --> 00:04:20.355 our liability, and it's, it's not the easiest way to grow. 00:04:20.775 --> 00:04:26.475 So what I would recommend that you do is to turn inward and focus on number. 00:04:27.105 --> 00:04:32.765 Which is earning more per customer, and I'm gonna break down very tactical 00:04:32.770 --> 00:04:34.125 plans for you to do that right now. 00:04:34.155 --> 00:04:38.175 And then I'm gonna share with you what I help do for this company, cuz it 00:04:38.175 --> 00:04:39.495 might trigger some thoughts for you. 00:04:39.765 --> 00:04:42.435 So earning more per customer, we can target. 00:04:42.825 --> 00:04:44.114 Better neighborhoods. 00:04:44.325 --> 00:04:44.715 Okay. 00:04:45.075 --> 00:04:47.025 So what do I mean by better neighborhoods? 00:04:47.625 --> 00:04:50.744 I want you to think if you're in one neighborhood and let's say the 00:04:50.744 --> 00:04:53.984 average roof size is 30 square, but the next neighborhood with the same 00:04:53.984 --> 00:04:57.315 sales opportunity is 35 square roofs. 00:04:57.320 --> 00:05:01.125 On average, that's just five square, but five square. 00:05:01.125 --> 00:05:02.395 If you're pulling all your. 00:05:02.980 --> 00:05:06.880 Outta one neighborhood like guys like William and Marshall, who I've interviewed 00:05:06.880 --> 00:05:10.210 on the channel, who have camped out in the neighborhood and dominator bill SSON, 00:05:10.210 --> 00:05:15.130 who was using this system and sold 2.2 million in one neighborhood that was 63 00:05:15.400 --> 00:05:17.410 out of 73 homes in a single subdivision. 00:05:17.590 --> 00:05:22.900 So if we used Bill's example 63 at a 73 homes in a subdivision, if he had ended 00:05:22.900 --> 00:05:26.770 up in an area in a, in a neighborhood that had just five more square. 00:05:27.420 --> 00:05:28.380 Per roof on average. 00:05:28.380 --> 00:05:33.960 So five additional squares per roof on average times 63 roofs. 00:05:34.020 --> 00:05:36.690 Now I can't do math that well, but that tells me that's over 00:05:36.750 --> 00:05:42.330 300 square difference, same exact amount of work, marginal difference. 00:05:42.330 --> 00:05:45.540 It's working smarter so we can target bigger or better neighborhoods. 00:05:45.810 --> 00:05:45.990 Now. 00:05:47.295 --> 00:05:50.715 This takes, just being really smart about where you're gonna put in your efforts. 00:05:50.715 --> 00:05:53.265 And in fact, I was having dinner with a company I trained, gentleman's earning 00:05:53.265 --> 00:05:55.245 about $550,000 a year in roofing sales. 00:05:55.455 --> 00:05:58.245 Um, one of the sales reps, that's not the owner, that's one of the sales reps. 00:05:58.425 --> 00:06:00.525 He literally refuses leads in the office. 00:06:00.525 --> 00:06:02.745 He says, I don't want 'em because his plan. 00:06:02.790 --> 00:06:04.500 Which I'm not gonna share here. 00:06:04.710 --> 00:06:09.000 His plan is very strategic because the, the nuts and bolts of it is he's 00:06:09.000 --> 00:06:10.050 targeting the right neighborhoods. 00:06:10.050 --> 00:06:12.330 He's targeting the right homes and he doesn't wanna get distracted or 00:06:12.330 --> 00:06:13.410 pulled out of that neighborhood. 00:06:13.410 --> 00:06:16.530 He wants to stay put, okay, this can also be. 00:06:17.145 --> 00:06:20.085 Done via upgrades or upsells, all right. 00:06:20.145 --> 00:06:23.565 Upgrades or upsells, by the way, for some reason, upgrades and 00:06:23.625 --> 00:06:24.735 upsells is really controversial. 00:06:24.735 --> 00:06:27.465 And I have some people, we always include this and we give this away. 00:06:27.675 --> 00:06:30.765 And by the way, I am all for delivering tons of value. 00:06:30.945 --> 00:06:31.485 Believe me. 00:06:32.150 --> 00:06:35.660 But what I also believe in is that it's okay for you to offer things 00:06:35.660 --> 00:06:38.720 to people because you don't want to sell out of your own pocket. 00:06:39.020 --> 00:06:41.900 In fact, we were talking about this in today's pitch pro movement session 00:06:42.170 --> 00:06:43.880 on our sales support, Q and a. 00:06:43.880 --> 00:06:47.750 So it was me on zoom joined by the pitch pro movement, asking questions and, and 00:06:47.750 --> 00:06:49.490 a lot of questions got fired at me about. 00:06:49.755 --> 00:06:50.295 Financing. 00:06:50.295 --> 00:06:53.145 So we were talking financing today and some people say I don't do financing. 00:06:53.145 --> 00:06:55.275 Cause that's not how I choose to, to buy you. 00:06:55.275 --> 00:06:56.475 Can't sell outta your own pocket. 00:06:56.475 --> 00:07:01.185 We have to provide to others options for them, whether or not we decide to take it. 00:07:01.395 --> 00:07:02.535 So I want to ask you this. 00:07:02.775 --> 00:07:04.095 How many times are you gonna get? 00:07:04.095 --> 00:07:04.605 Yes. 00:07:04.905 --> 00:07:09.165 If you don't ever ask someone to upgrade or for a premium shingle 00:07:09.165 --> 00:07:12.165 or a class four shingle, or to add gutter guards or whatever other 00:07:12.165 --> 00:07:13.335 products or services that you. 00:07:14.520 --> 00:07:16.349 you're gonna get asked zero times. 00:07:16.349 --> 00:07:19.469 I think it was Wayne gree, Wayne Gretsky that said you'll miss a hundred 00:07:19.469 --> 00:07:20.609 percent of the shots you don't take. 00:07:20.880 --> 00:07:24.630 So even just asking can go a really long way. 00:07:25.080 --> 00:07:27.780 All right, then we've got premium products. 00:07:28.710 --> 00:07:30.240 Now, what do I mean by premium products? 00:07:30.245 --> 00:07:32.760 These are premium products or I'm gonna put add-ons. 00:07:32.969 --> 00:07:36.060 So some of the companies I serve that are retail driven, they also 00:07:36.060 --> 00:07:37.890 do siding or windows or gutters. 00:07:38.219 --> 00:07:38.789 They do. 00:07:39.775 --> 00:07:41.005 Variety of different services. 00:07:41.185 --> 00:07:44.995 So if you can cross sell or upsell or package in siding 00:07:44.995 --> 00:07:47.015 windows, a new entry door. 00:07:47.520 --> 00:07:53.160 Insulation energy saving audits, any of these add-ons or premiums 00:07:53.160 --> 00:07:54.840 like premium roof products. 00:07:55.020 --> 00:07:57.719 When you can take your average earning, knowing you're sitting with a customer 00:07:57.719 --> 00:07:59.190 and then drive the average cart value up. 00:07:59.520 --> 00:08:01.140 So those are the main ways to do it in roofing. 00:08:01.230 --> 00:08:04.830 But I told you I'd share with you what we did with the last company. 00:08:05.070 --> 00:08:06.990 And that is solar. 00:08:07.470 --> 00:08:09.780 This my friend is something you'll be seeing from me very soon. 00:08:09.830 --> 00:08:11.430 Cause I've been behind the scenes. 00:08:11.905 --> 00:08:15.925 Testing or excuse, first of all, developing and then testing and 00:08:15.925 --> 00:08:19.975 rolling out a new solar sales system, specifically for roofing companies to 00:08:19.975 --> 00:08:25.105 add solar to the roofs they sell, because oftentimes people approach solar by 00:08:25.105 --> 00:08:29.095 trying to run a whole separate division of the company and there's confusion. 00:08:29.100 --> 00:08:31.765 And again, we talked about it on today's pitch pro movement call. 00:08:32.005 --> 00:08:34.225 There's less of a need there's no, the, the language used in 00:08:34.225 --> 00:08:35.245 today's call was necessity. 00:08:35.245 --> 00:08:36.835 I'm having a hard time, cause there's not necessity. 00:08:36.835 --> 00:08:37.645 People are interested. 00:08:37.975 --> 00:08:39.265 There's not as much of a need. 00:08:39.914 --> 00:08:42.855 Separate solar division is usually a separate solar company, which 00:08:42.855 --> 00:08:46.515 means separate company, separate marketing, separate leads, separate 00:08:46.515 --> 00:08:50.355 training, separate sales, separate operations, confusion who sells what, 00:08:50.595 --> 00:08:54.585 but when we just look at adding solar to the roofs that we sell for both 00:08:54.585 --> 00:08:56.655 storm and retail, what we can do is. 00:08:57.645 --> 00:08:58.785 double our business. 00:08:58.815 --> 00:09:03.135 And that was one of the main vessels that I use to help roll out this new 00:09:03.135 --> 00:09:05.805 solar plan with this company that went from 1.2 million to 2.5 million in 00:09:05.805 --> 00:09:07.935 just 90 days by simply adding solar. 00:09:07.935 --> 00:09:11.505 But instead of trying to do solar in its own, right, it was first, how do 00:09:11.505 --> 00:09:14.475 we just do solar together with roofing? 00:09:14.685 --> 00:09:18.135 Because if we just ask folks, and there's an art and science to the sale, which 00:09:18.135 --> 00:09:21.165 is not something I have time for in this video, we'd be here for a while. 00:09:21.465 --> 00:09:23.055 Um, what we would be seeing is. 00:09:23.459 --> 00:09:26.670 Again, an average solar system, 20 to $40,000. 00:09:26.849 --> 00:09:28.260 This can double or even triple. 00:09:29.250 --> 00:09:31.110 your average, your sale, right? 00:09:31.110 --> 00:09:34.290 Instead of 20,000, what is a $20,000 roof with a $40,000 system 00:09:34.290 --> 00:09:36.000 where it's 60 grand instead of 20. 00:09:36.060 --> 00:09:39.090 And we're providing a tremendous amount of value to that homeowner by 00:09:39.090 --> 00:09:42.330 putting the two together, doing the roof solar combo at the same time, 00:09:42.330 --> 00:09:43.680 which is the ideal way to do it. 00:09:43.920 --> 00:09:46.530 But again, just by asking there at the kitchen table, 00:09:46.530 --> 00:09:47.790 we're adding solar to the roof. 00:09:48.030 --> 00:09:52.170 So we doubled sales without having to acquire more customers without having 00:09:52.170 --> 00:09:54.120 to acquire a whole new lead channel. 00:09:54.330 --> 00:09:56.310 So I want you to think, how can. 00:09:57.495 --> 00:10:00.525 Apply this to your business, whether you're in solar now or not. 00:10:00.825 --> 00:10:03.795 And if you're interested, you're gonna be seeing my new 00:10:03.795 --> 00:10:04.935 solar program coming out soon. 00:10:04.995 --> 00:10:07.875 So stay, stay tuned for that in those details. 00:10:08.445 --> 00:10:12.375 But whether you decide to do solar or not, you now have two really simple ways. 00:10:12.405 --> 00:10:15.585 And literally the only two ways to double your business. 00:10:15.645 --> 00:10:17.055 If you find another. 00:10:17.775 --> 00:10:18.525 By all means. 00:10:18.525 --> 00:10:19.635 Please do drop a comment. 00:10:19.635 --> 00:10:21.525 Cause I know some people are gonna say the word commercial, 00:10:21.705 --> 00:10:22.785 but then what am I gonna say? 00:10:23.085 --> 00:10:24.465 That's earning more per customer. 00:10:24.465 --> 00:10:25.965 It's the same thing I'm getting into commercial. 00:10:26.115 --> 00:10:28.965 You're earning more per customer cuz the size of your project is bigger. 00:10:29.175 --> 00:10:33.885 So your choice is sell more roofs and figure out the fastest and easiest way 00:10:33.885 --> 00:10:37.545 to do that by tapping into your network and getting warm leads or earning 00:10:37.545 --> 00:10:41.655 more per customer by selling bigger roofs, selling upgrades and premium 00:10:41.655 --> 00:10:46.515 products add-ons cross sells and upsells and adding solar to your business. 00:10:46.765 --> 00:10:48.234 If I miss anything, drop a comment. 00:10:48.474 --> 00:10:50.515 Now I hope that you can take this and run with it. 00:10:50.665 --> 00:10:53.935 And if you want more stay tuned for the solar sales training that I will 00:10:53.935 --> 00:10:57.685 be releasing, including the sales presentation for roofing teams to 00:10:57.685 --> 00:11:02.724 add solar to every roof, at least to offer it so long as they qualify. 00:11:02.724 --> 00:11:03.385 Of course. 00:11:03.415 --> 00:11:04.915 So that's all for this video. 00:11:04.944 --> 00:11:07.045 If you like to give it a thumbs up, if you have any comments or 00:11:07.045 --> 00:11:10.314 questions, drop them below and just cuz our time here's about to wrap up 00:11:10.314 --> 00:11:11.905 doesn't mean your and my time has to. 00:11:11.905 --> 00:11:14.694 So if you haven't done it pop into right here and get a free copy of my pitch. 00:11:14.694 --> 00:11:16.275 Like a pro roofing sales training, video library. 00:11:16.660 --> 00:11:19.720 Or click here and continue your journey with me on YouTube. 00:11:19.990 --> 00:11:21.370 I will see you on the next one.