WEBVTT NOTE This file was generated by Descript 00:00:00.510 --> 00:00:04.260 In this video, I wanna share with you the top three biggest rookie mistakes 00:00:04.260 --> 00:00:10.140 that I see made over and over and over again by new people or unexperienced 00:00:10.145 --> 00:00:12.180 people coming into the roofing business. 00:00:12.450 --> 00:00:15.930 And the hardest part about these rookie mistakes is they're unintentional, 00:00:16.079 --> 00:00:20.400 they're completely un unconscious, and they're made by what I'll call good 00:00:20.400 --> 00:00:23.070 with people, people, folks like you and me that got brought into the roofing 00:00:23.070 --> 00:00:27.630 business with a good heart and a good soul with true intention to be of service. 00:00:27.975 --> 00:00:31.065 Of to others to really help people through this process. 00:00:31.125 --> 00:00:35.175 And being a nice guy or a nice gal in sales, unfortunately 00:00:35.175 --> 00:00:36.705 just doesn't win business. 00:00:36.735 --> 00:00:42.075 And these mistakes can cost you deals and will keep you from being successful. 00:00:42.285 --> 00:00:46.575 But by becoming self aware of these three mistakes will help you make 00:00:46.580 --> 00:00:50.504 really quick and easy adjustments so you can be really effective in 00:00:50.504 --> 00:00:52.695 the home to sell with confidence. 00:00:52.715 --> 00:00:57.275 To deliver a strong message and to move people to saying yes, which 00:00:57.275 --> 00:00:59.075 is exactly what we want to do. 00:00:59.375 --> 00:01:03.485 So first, before we get to today's video, I just wanna say welcome or welcome back. 00:01:03.485 --> 00:01:07.265 Adam Besman here, the roof strategist, and I'm so excited to have you here. 00:01:07.270 --> 00:01:10.035 Thank you for spending your very valuable time with me and my mission. 00:01:10.650 --> 00:01:14.220 Is to help you and your team smash your income goal and give every 00:01:14.220 --> 00:01:16.679 customer an amazing experience. 00:01:16.710 --> 00:01:19.830 And sometimes trying to give people an amazing experience and having 00:01:19.830 --> 00:01:22.980 a good heart actually leads us in the opposite direction, which 00:01:22.985 --> 00:01:25.289 is what this video is all about. 00:01:25.650 --> 00:01:28.740 So if you are new in roofing sales and you wanna jumpstart your journey, I invite you 00:01:28.740 --> 00:01:30.390 to join me inside my free training center. 00:01:30.570 --> 00:01:34.950 Click the link in the description below, or text the word free to 3 0 3. 00:01:35.445 --> 00:01:37.545 2 2 2 71 33. 00:01:37.545 --> 00:01:40.965 That's 3 0 3 2 2 2 71 33. 00:01:40.965 --> 00:01:43.755 Again, all that information is right there in the description. 00:01:44.085 --> 00:01:46.994 All right, now let's talk about the top three biggest rookie mistakes 00:01:47.175 --> 00:01:49.574 leading with mistake number one. 00:01:49.755 --> 00:01:52.265 That is getting way too over excited and pitching away too fast. 00:01:53.009 --> 00:01:55.949 I know if you've watched my videos, you're probably saying, Adam, that's you. 00:01:55.949 --> 00:01:57.000 You talk way too fast. 00:01:57.000 --> 00:01:57.990 And yes, I do. 00:01:57.990 --> 00:02:00.419 But when I'm in a sales appointment, I dial it back. 00:02:00.630 --> 00:02:03.149 The reason I keep my cadence up here when I'm teaching is 00:02:03.149 --> 00:02:04.589 because I am just like you. 00:02:04.710 --> 00:02:06.660 I need things fast, punchy, and to the point. 00:02:06.660 --> 00:02:08.250 Cause I have the attention span of a nat. 00:02:08.340 --> 00:02:09.299 So give it to me quick. 00:02:09.329 --> 00:02:10.019 Give it to me straight. 00:02:10.025 --> 00:02:10.709 Let's rock and roll. 00:02:10.810 --> 00:02:13.650 But when it comes to being in a sales appointment, we need 00:02:13.650 --> 00:02:15.000 to slow it down a little bit. 00:02:15.225 --> 00:02:18.855 We still need to keep that energy and enthusiasm up, but if we speak 00:02:18.855 --> 00:02:24.465 too quickly, often out of nervousness or over excitement or an eagerness 00:02:24.465 --> 00:02:27.705 to please, those are the three main reasons that we kind of just 00:02:27.975 --> 00:02:29.955 word vomit all over our customers. 00:02:29.960 --> 00:02:33.945 And this can happen right there at the door when we're knocking, or 00:02:34.245 --> 00:02:35.685 it can happen at the kitchen table. 00:02:35.895 --> 00:02:43.215 So that big mistake is just talking way too fast, being way too word, vomiting. 00:02:44.205 --> 00:02:48.915 When you speak too quickly, it puts people in an uncomfortable position where they 00:02:48.915 --> 00:02:50.775 don't feel like they're in conversation. 00:02:50.955 --> 00:02:54.075 They feel like they're being shouted at, and that becomes really uncomfortable. 00:02:54.285 --> 00:02:57.645 So for the rookies out there, and maybe if you're not a rookie, I 00:02:57.645 --> 00:03:00.885 know I talk fast, I still have to remind myself to dial it down. 00:03:01.095 --> 00:03:03.345 The biggest rookie mistake is word vomiting. 00:03:03.345 --> 00:03:05.565 Your pitch, whether it's at the door or the kitchen table. 00:03:06.030 --> 00:03:07.170 Slow down. 00:03:07.260 --> 00:03:08.700 It's okay if it takes time. 00:03:08.850 --> 00:03:10.590 Remember, you're in a conversation. 00:03:10.980 --> 00:03:11.550 There you go. 00:03:11.790 --> 00:03:14.730 Mistake number one, mistake number two. 00:03:14.790 --> 00:03:16.800 This is a counterintuitive mistake. 00:03:17.130 --> 00:03:21.390 This is where good with people, people as I put it, or nice guys and nice 00:03:21.395 --> 00:03:26.115 gals make this mistake a lot, and that is, Overselling the positives. 00:03:26.445 --> 00:03:28.155 Now, what do I mean by overselling the positives? 00:03:28.245 --> 00:03:29.115 We're a great company. 00:03:29.115 --> 00:03:31.215 We'll do right by you, is be the best process in the whole world. 00:03:31.215 --> 00:03:31.905 Good, good, good. 00:03:31.905 --> 00:03:32.655 Great, great, great. 00:03:32.685 --> 00:03:36.675 And when we spend so much time selling how great we are, we set 00:03:36.675 --> 00:03:39.645 ourselves up for failure in two ways. 00:03:40.065 --> 00:03:46.605 Way number one is that in sales, we need to focus on the pain or the problem, 00:03:46.605 --> 00:03:50.865 or the struggle or the consequences of not taking action on their roof. 00:03:51.195 --> 00:03:53.595 And I've done another video on this topic. 00:03:53.825 --> 00:03:58.055 Which I'm gonna put a link up to up here that's all about pain as the missing 00:03:58.055 --> 00:04:02.405 link In roofing sales, we need to keep people in an uncomfortable position 00:04:02.735 --> 00:04:05.195 to get them to make a buying decision. 00:04:05.405 --> 00:04:07.205 And it's not out of manipulation. 00:04:07.205 --> 00:04:11.075 This isn't coercion, and this isn't slimy tactics, it's just 00:04:11.080 --> 00:04:15.455 understanding how people process information and make decisions. 00:04:15.635 --> 00:04:18.665 So if we oversell all the positives, they'll say, oh, that's great, but 00:04:18.665 --> 00:04:20.315 there's really no need for me to, to. 00:04:20.375 --> 00:04:21.245 To use you. 00:04:21.454 --> 00:04:23.015 Why do I need you to meet with my adjuster? 00:04:23.015 --> 00:04:25.595 Why should I choose your company over the other one when we're 00:04:25.595 --> 00:04:27.035 talking about a retail estimate? 00:04:27.035 --> 00:04:28.295 But they're cheaper, right? 00:04:28.295 --> 00:04:33.935 We need to focus on the consequences or the negative outcomes just as 00:04:33.940 --> 00:04:35.825 much as the positive outcomes. 00:04:36.065 --> 00:04:39.175 So we end up actually being a really ineffective salesperson, 00:04:39.355 --> 00:04:41.525 and I was wildly guilty. 00:04:41.765 --> 00:04:44.285 Of this mistake of overselling the positive. 00:04:44.285 --> 00:04:45.485 And that's the one part. 00:04:45.485 --> 00:04:48.365 The first part is, is not closing deals cuz you're not getting 00:04:48.365 --> 00:04:51.545 into the pain, the problem when agitating that problem to move people 00:04:51.545 --> 00:04:52.835 towards a solution, which is you. 00:04:53.135 --> 00:04:59.075 Now, the other problem with staying too positive is we often oversell 00:04:59.075 --> 00:05:00.475 how amazing everything will be. 00:05:01.530 --> 00:05:03.060 I did this a lot in the beginning as well. 00:05:03.270 --> 00:05:03.780 We're great. 00:05:03.780 --> 00:05:06.719 We're a great company cuz I knew that we were, but what I didn't know at 00:05:06.719 --> 00:05:10.890 that time was that it's construction and there's thousands of pounds of 00:05:10.890 --> 00:05:16.229 debris coming off that roof if you just factor about 240 pounds, uh, 00:05:16.229 --> 00:05:18.059 of, of just shingles in a square. 00:05:18.065 --> 00:05:20.200 Someone correct my math if I'm wrong in the comment section below. 00:05:20.200 --> 00:05:21.479 You know, I'm not good at this. 00:05:21.989 --> 00:05:22.650 It. 00:05:23.025 --> 00:05:26.295 What ends up happening is there's thousands and thousands and thousands 00:05:26.295 --> 00:05:29.505 of pounds of debris coming off and many, many, many thousands of 00:05:29.505 --> 00:05:33.285 nails coming off, and then we'll put more material back up there. 00:05:33.345 --> 00:05:36.045 Now, that material, not all of it, we're gonna pick up. 00:05:36.045 --> 00:05:39.165 No matter how good a job you do, someone will always find a nail 00:05:39.205 --> 00:05:40.695 no matter how good a job you do. 00:05:40.915 --> 00:05:42.115 Things happen. 00:05:42.265 --> 00:05:43.885 Siding will get scuffed. 00:05:44.065 --> 00:05:47.365 The crew will park their truck in the driveway and it'll have an oil leak. 00:05:47.485 --> 00:05:49.525 The dumpster will get put on there and the homeowner noticed 00:05:49.525 --> 00:05:50.935 a crack that they didn't before. 00:05:51.145 --> 00:05:52.375 The wind blows in. 00:05:52.375 --> 00:05:57.325 There's debris in the tree, siding, uh, the something comes down and, and 00:05:57.325 --> 00:05:58.795 rips a screen, or cracks a window. 00:05:59.455 --> 00:06:02.365 It happens when we oversell how great we are. 00:06:02.365 --> 00:06:04.375 We set these expectations so high. 00:06:04.555 --> 00:06:06.085 I should choose you cuz you're an amazing company. 00:06:06.355 --> 00:06:09.680 Nothing will ever go wrong and the minute something goes wrong, You're 00:06:09.680 --> 00:06:15.020 looked at like an evil doer, like you lied to their face and the company is 00:06:15.109 --> 00:06:18.919 cast in this negative light because you didn't fulfill upon that promise 00:06:18.919 --> 00:06:20.990 and it's virtually impossible to. 00:06:21.289 --> 00:06:23.930 So again, when we oversell the positive, we set ourselves up for 00:06:23.935 --> 00:06:27.120 failure from a sales standpoint as well as a customer service standpoint. 00:06:27.140 --> 00:06:31.370 So one little tip to fix this is to ex state realistic 00:06:31.370 --> 00:06:32.719 expectations to that homeowner. 00:06:33.060 --> 00:06:33.330 Mr. 00:06:33.330 --> 00:06:36.300 Homeowner, we are removing thousands and thousands of pounds of debris 00:06:36.300 --> 00:06:38.070 off your roof and replacing it. 00:06:38.070 --> 00:06:40.740 We do our absolute very best to protect your home. 00:06:40.920 --> 00:06:43.110 We'll use plywood around your windows, your doors. 00:06:43.230 --> 00:06:46.110 We're gonna use tarps around all of your shrubs and your gardens. 00:06:46.230 --> 00:06:49.140 We're gonna run these big cool magnets on rollers to pick up all the nails. 00:06:49.350 --> 00:06:51.050 But being construction, things may happen. 00:06:51.330 --> 00:06:52.890 I just want you to know to stay calm. 00:06:53.040 --> 00:06:56.040 We stand behind our installations, and if anything goes wrong, 00:06:56.040 --> 00:06:57.150 we will take care of you. 00:06:57.420 --> 00:06:57.690 Right? 00:06:57.690 --> 00:07:01.410 We just set realistic expectations and that way if everything does go great. 00:07:01.640 --> 00:07:05.870 We have set the bar here and over exceeded it, and now you're a hero 00:07:05.990 --> 00:07:09.560 versus setting the bar here and then you, you underdeliver, and 00:07:09.560 --> 00:07:11.000 now you get a one star review. 00:07:11.210 --> 00:07:15.590 So there's mistake number two, overselling the positive, and then mistake number 00:07:15.590 --> 00:07:18.740 three is probably the most common. 00:07:18.890 --> 00:07:21.980 Now I've spoken just in the last year in front of many, 00:07:21.980 --> 00:07:23.750 many, many thousands of people. 00:07:24.330 --> 00:07:27.990 All across the US and I ask, I say, Hey, check the ego, 00:07:28.140 --> 00:07:29.849 check the broy part of sales. 00:07:30.000 --> 00:07:34.170 Who here has been guilty of not asking for the business in rooms? 00:07:34.170 --> 00:07:37.110 The hands shoot up and people are like, yeah, I didn't, cuz 00:07:37.115 --> 00:07:38.730 we want to be in nice guy mode. 00:07:38.940 --> 00:07:41.640 Almost like we're, we're hoping in, in nice gal mode. 00:07:41.789 --> 00:07:44.370 We're hoping that that homeowner is like, I loved everything 00:07:44.370 --> 00:07:45.480 he said, where do I sign? 00:07:45.480 --> 00:07:46.230 How do I work with you? 00:07:46.545 --> 00:07:48.345 But it doesn't work like that. 00:07:48.585 --> 00:07:50.925 We need to guide the homeowner to yes. 00:07:51.075 --> 00:07:54.555 Whether that's a presentation that you use that's an assumptive close, 00:07:54.675 --> 00:07:57.195 whether it's a negative agreement close, or whether you're using my 00:07:57.195 --> 00:07:59.865 system and using what we call the comfort clothes is kind of the go-to. 00:08:00.255 --> 00:08:01.485 Either way, you do it. 00:08:01.545 --> 00:08:05.145 Quite frankly, it doesn't matter because asking for the business or guiding 00:08:05.145 --> 00:08:09.735 someone to the business, telling them what to do is going to be far more 00:08:09.735 --> 00:08:12.735 effective than just giving a great presentation and sitting back and 00:08:12.735 --> 00:08:16.095 being like, well, I hope they say yes because it doesn't pan out that way. 00:08:16.350 --> 00:08:19.830 So what we need to do is, again, ask for the business. 00:08:19.860 --> 00:08:21.300 And they have a great way to teach you this. 00:08:21.300 --> 00:08:23.910 In fact, if you jump in my free training center right now, click the 00:08:23.910 --> 00:08:27.900 link in the description and you'll find a a full webinar replay called 00:08:27.900 --> 00:08:31.260 10 Closing Techniques for Every Situation For Both Storm and Retail. 00:08:31.350 --> 00:08:34.990 And a gentleman reached out to me within hours of watching the webinar 00:08:35.169 --> 00:08:38.190 in closing technique number one, it's called The Comfort Close. 00:08:38.220 --> 00:08:40.560 And he says to me, Adam, on the Comfort Close worked like a charm. 00:08:40.560 --> 00:08:43.530 And he had a picture of a retail contract that was signed right there. 00:08:43.620 --> 00:08:44.550 And he literally said, I. 00:08:44.685 --> 00:08:46.275 Followed it step by step. 00:08:46.484 --> 00:08:49.454 So if you're someone who's not quite asking for the business and you 00:08:49.454 --> 00:08:52.635 wanna learn how to close deals, jump into the free training center right 00:08:52.635 --> 00:08:58.425 now by clicking the link or texting the word free to 3 0 3 2 2 2 71 33. 00:08:58.425 --> 00:09:00.344 Now, once you're in the free training center on the left hand 00:09:00.344 --> 00:09:01.305 side, scroll all the way down. 00:09:01.310 --> 00:09:03.135 You'll see 10 closing techniques for every situation. 00:09:03.140 --> 00:09:06.969 Click that and it will bring you to the, uh, Place to go 00:09:06.969 --> 00:09:08.110 find that webinar recording. 00:09:08.110 --> 00:09:11.319 It was actually done through Owens Corning University and it's open to anybody. 00:09:11.439 --> 00:09:13.480 So you be able to get access to that replay right there. 00:09:13.599 --> 00:09:16.209 And maybe you're someone that might say, Hey, that's great, 00:09:16.209 --> 00:09:18.069 but what do I do in the house? 00:09:18.219 --> 00:09:21.790 And if you're someone that needs some guidance on what to say and do 00:09:21.790 --> 00:09:25.360 every step of the way and you wanna bulletproof system to get in the house, 00:09:25.540 --> 00:09:28.959 build rapport, present, and close deals, then you might be interested 00:09:28.959 --> 00:09:30.219 in checking out my training center. 00:09:30.250 --> 00:09:31.839 And again, there's a link in the description. 00:09:32.035 --> 00:09:37.795 Or you can text the word demo to 3 0 3 2 2 2 71 33. 00:09:37.795 --> 00:09:40.825 That's demo to 3 0 3 2 2 2 71 33. 00:09:40.825 --> 00:09:43.045 We got options for individual reps or for teams. 00:09:43.045 --> 00:09:45.535 So if you're an owner manager watching this, uh, we've got options 00:09:45.535 --> 00:09:46.885 for you as well, so you have it. 00:09:46.885 --> 00:09:48.715 Top three, rookie mistakes. 00:09:49.045 --> 00:09:49.735 Quick summary here. 00:09:49.835 --> 00:09:54.025 Number one is talking way too fast, whether it's at the door or the 00:09:54.025 --> 00:09:55.315 kitchen table, and I gotta tell you. 00:09:55.405 --> 00:09:58.464 I'm guilty of this and I still gotta dial myself down. 00:09:58.464 --> 00:10:00.444 And remember, it makes people feel uncomfortable like they're 00:10:00.444 --> 00:10:02.485 talked at and not talked with. 00:10:02.785 --> 00:10:05.305 Mistake number two, overselling the positive. 00:10:05.454 --> 00:10:07.314 We fail on a sales standpoint. 00:10:07.860 --> 00:10:12.570 Because we don't get into the pain, so people seek us as the solution, or we set 00:10:12.570 --> 00:10:14.550 expectations too high and under deliver. 00:10:14.670 --> 00:10:17.790 And then mistake number three is simply not asking for the 00:10:17.790 --> 00:10:20.700 business, which I didn't mention before, but hey, it's not too late. 00:10:20.700 --> 00:10:21.600 I'll mention it right now. 00:10:21.900 --> 00:10:26.100 The main reasons people don't ask for the business is afraid of being pushy. 00:10:26.715 --> 00:10:28.185 And afraid of rejection. 00:10:28.395 --> 00:10:30.074 I don't wanna be that pushy salesperson. 00:10:30.074 --> 00:10:32.865 I don't like those kind of people, and I don't wanna be treated that way, so I'm 00:10:32.865 --> 00:10:36.165 not gonna push, and they don't ask for the business, or they, they say, all right, 00:10:36.165 --> 00:10:37.875 I'll ask, but I'm horrified of hearing no. 00:10:37.875 --> 00:10:40.574 Or what if I say, you know, are you comfortable moving forward? 00:10:40.579 --> 00:10:42.015 And they're like, no, not yet. 00:10:42.015 --> 00:10:43.265 And there's, there's a awkward tension. 00:10:43.875 --> 00:10:44.785 I'm afraid of that rejection. 00:10:45.165 --> 00:10:49.574 And when we learn a, a comfortable path to do this, that I teach in that webinar 00:10:49.574 --> 00:10:52.245 and my system, all of that goes away. 00:10:52.635 --> 00:10:57.960 So, I hope this video helps you or your team become confident closers in the house 00:10:57.990 --> 00:11:01.620 and bypass these three rookie mistakes, and at the very least, helps you become 00:11:01.740 --> 00:11:05.580 highly self-aware of how you behave in the home and how it makes other people feel. 00:11:05.760 --> 00:11:09.120 So you can, again, smash your income goal and give every 00:11:09.120 --> 00:11:10.970 customer an amazing experience. 00:11:11.230 --> 00:11:13.890 So thanks again for joining me in today's video, just cuz our 00:11:13.890 --> 00:11:15.030 time here is about to wrap up. 00:11:15.030 --> 00:11:16.500 Doesn't mean you're in my time, has to. 00:11:16.740 --> 00:11:19.290 So if you haven't yet done at hoora Free Training Center right here. 00:11:19.590 --> 00:11:22.770 Or hang with me here, right here on YouTube and jump into that video that 00:11:22.770 --> 00:11:25.140 I linked to before about pain being the missing link in roofing sales. 00:11:25.140 --> 00:11:27.210 So I think you'll really dig it and you can click right here for that one. 00:11:27.480 --> 00:11:28.920 Thanks again and we'll see you on the next video.