In this video, I wanna share with you the top three biggest rookie mistakes
that I see made over and over and over again by new people or unexperienced
people coming into the roofing business.
And the hardest part about these rookie mistakes is they're unintentional,
they're completely un unconscious, and they're made by what I'll call good
with people, people, folks like you and me that got brought into the roofing
business with a good heart and a good soul with true intention to be of service.
Of to others to really help people through this process.
And being a nice guy or a nice gal in sales, unfortunately
just doesn't win business.
And these mistakes can cost you deals and will keep you from being successful.
But by becoming self aware of these three mistakes will help you make
really quick and easy adjustments so you can be really effective in
the home to sell with confidence.
To deliver a strong message and to move people to saying yes, which
is exactly what we want to do.
So first, before we get to today's video, I just wanna say welcome or welcome back.
Adam Besman here, the roof strategist, and I'm so excited to have you here.
Thank you for spending your very valuable time with me and my mission.
Is to help you and your team smash your income goal and give every
customer an amazing experience.
And sometimes trying to give people an amazing experience and having
a good heart actually leads us in the opposite direction, which
is what this video is all about.
So if you are new in roofing sales and you wanna jumpstart your journey, I invite you
to join me inside my free training center.
Click the link in the description below, or text the word free to 3 0 3.
2 2 2 71 33.
That's 3 0 3 2 2 2 71 33.
Again, all that information is right there in the description.
All right, now let's talk about the top three biggest rookie mistakes
leading with mistake number one.
That is getting way too over excited and pitching away too fast.
I know if you've watched my videos, you're probably saying, Adam, that's you.
You talk way too fast.
And yes, I do.
But when I'm in a sales appointment, I dial it back.
The reason I keep my cadence up here when I'm teaching is
because I am just like you.
I need things fast, punchy, and to the point.
Cause I have the attention span of a nat.
So give it to me quick.
Give it to me straight.
Let's rock and roll.
But when it comes to being in a sales appointment, we need
to slow it down a little bit.
We still need to keep that energy and enthusiasm up, but if we speak
too quickly, often out of nervousness or over excitement or an eagerness
to please, those are the three main reasons that we kind of just
word vomit all over our customers.
And this can happen right there at the door when we're knocking, or
it can happen at the kitchen table.
So that big mistake is just talking way too fast, being way too word, vomiting.
When you speak too quickly, it puts people in an uncomfortable position where they
don't feel like they're in conversation.
They feel like they're being shouted at, and that becomes really uncomfortable.
So for the rookies out there, and maybe if you're not a rookie, I
know I talk fast, I still have to remind myself to dial it down.
The biggest rookie mistake is word vomiting.
Your pitch, whether it's at the door or the kitchen table.
Slow down.
It's okay if it takes time.
Remember, you're in a conversation.
There you go.
Mistake number one, mistake number two.
This is a counterintuitive mistake.
This is where good with people, people as I put it, or nice guys and nice
gals make this mistake a lot, and that is, Overselling the positives.
Now, what do I mean by overselling the positives?
We're a great company.
We'll do right by you, is be the best process in the whole world.
Good, good, good.
Great, great, great.
And when we spend so much time selling how great we are, we set
ourselves up for failure in two ways.
Way number one is that in sales, we need to focus on the pain or the problem,
or the struggle or the consequences of not taking action on their roof.
And I've done another video on this topic.
Which I'm gonna put a link up to up here that's all about pain as the missing
link In roofing sales, we need to keep people in an uncomfortable position
to get them to make a buying decision.
And it's not out of manipulation.
This isn't coercion, and this isn't slimy tactics, it's just
understanding how people process information and make decisions.
So if we oversell all the positives, they'll say, oh, that's great, but
there's really no need for me to, to.
To use you.
Why do I need you to meet with my adjuster?
Why should I choose your company over the other one when we're
talking about a retail estimate?
But they're cheaper, right?
We need to focus on the consequences or the negative outcomes just as
much as the positive outcomes.
So we end up actually being a really ineffective salesperson,
and I was wildly guilty.
Of this mistake of overselling the positive.
And that's the one part.
The first part is, is not closing deals cuz you're not getting
into the pain, the problem when agitating that problem to move people
towards a solution, which is you.
Now, the other problem with staying too positive is we often oversell
how amazing everything will be.
I did this a lot in the beginning as well.
We're great.
We're a great company cuz I knew that we were, but what I didn't know at
that time was that it's construction and there's thousands of pounds of
debris coming off that roof if you just factor about 240 pounds, uh,
of, of just shingles in a square.
Someone correct my math if I'm wrong in the comment section below.
You know, I'm not good at this.
It.
What ends up happening is there's thousands and thousands and thousands
of pounds of debris coming off and many, many, many thousands of
nails coming off, and then we'll put more material back up there.
Now, that material, not all of it, we're gonna pick up.
No matter how good a job you do, someone will always find a nail
no matter how good a job you do.
Things happen.
Siding will get scuffed.
The crew will park their truck in the driveway and it'll have an oil leak.
The dumpster will get put on there and the homeowner noticed
a crack that they didn't before.
The wind blows in.
There's debris in the tree, siding, uh, the something comes down and, and
rips a screen, or cracks a window.
It happens when we oversell how great we are.
We set these expectations so high.
I should choose you cuz you're an amazing company.
Nothing will ever go wrong and the minute something goes wrong, You're
looked at like an evil doer, like you lied to their face and the company is
cast in this negative light because you didn't fulfill upon that promise
and it's virtually impossible to.
So again, when we oversell the positive, we set ourselves up for
failure from a sales standpoint as well as a customer service standpoint.
So one little tip to fix this is to ex state realistic
expectations to that homeowner.
Mr.
Homeowner, we are removing thousands and thousands of pounds of debris
off your roof and replacing it.
We do our absolute very best to protect your home.
We'll use plywood around your windows, your doors.
We're gonna use tarps around all of your shrubs and your gardens.
We're gonna run these big cool magnets on rollers to pick up all the nails.
But being construction, things may happen.
I just want you to know to stay calm.
We stand behind our installations, and if anything goes wrong,
we will take care of you.
Right?
We just set realistic expectations and that way if everything does go great.
We have set the bar here and over exceeded it, and now you're a hero
versus setting the bar here and then you, you underdeliver, and
now you get a one star review.
So there's mistake number two, overselling the positive, and then mistake number
three is probably the most common.
Now I've spoken just in the last year in front of many,
many, many thousands of people.
All across the US and I ask, I say, Hey, check the ego,
check the broy part of sales.
Who here has been guilty of not asking for the business in rooms?
The hands shoot up and people are like, yeah, I didn't, cuz
we want to be in nice guy mode.
Almost like we're, we're hoping in, in nice gal mode.
We're hoping that that homeowner is like, I loved everything
he said, where do I sign?
How do I work with you?
But it doesn't work like that.
We need to guide the homeowner to yes.
Whether that's a presentation that you use that's an assumptive close,
whether it's a negative agreement close, or whether you're using my
system and using what we call the comfort clothes is kind of the go-to.
Either way, you do it.
Quite frankly, it doesn't matter because asking for the business or guiding
someone to the business, telling them what to do is going to be far more
effective than just giving a great presentation and sitting back and
being like, well, I hope they say yes because it doesn't pan out that way.
So what we need to do is, again, ask for the business.
And they have a great way to teach you this.
In fact, if you jump in my free training center right now, click the
link in the description and you'll find a a full webinar replay called
10 Closing Techniques for Every Situation For Both Storm and Retail.
And a gentleman reached out to me within hours of watching the webinar
in closing technique number one, it's called The Comfort Close.
And he says to me, Adam, on the Comfort Close worked like a charm.
And he had a picture of a retail contract that was signed right there.
And he literally said, I.
Followed it step by step.
So if you're someone who's not quite asking for the business and you
wanna learn how to close deals, jump into the free training center right
now by clicking the link or texting the word free to 3 0 3 2 2 2 71 33.
Now, once you're in the free training center on the left hand
side, scroll all the way down.
You'll see 10 closing techniques for every situation.
Click that and it will bring you to the, uh, Place to go
find that webinar recording.
It was actually done through Owens Corning University and it's open to anybody.
So you be able to get access to that replay right there.
And maybe you're someone that might say, Hey, that's great,
but what do I do in the house?
And if you're someone that needs some guidance on what to say and do
every step of the way and you wanna bulletproof system to get in the house,
build rapport, present, and close deals, then you might be interested
in checking out my training center.
And again, there's a link in the description.
Or you can text the word demo to 3 0 3 2 2 2 71 33.
That's demo to 3 0 3 2 2 2 71 33.
We got options for individual reps or for teams.
So if you're an owner manager watching this, uh, we've got options
for you as well, so you have it.
Top three, rookie mistakes.
Quick summary here.
Number one is talking way too fast, whether it's at the door or the
kitchen table, and I gotta tell you.
I'm guilty of this and I still gotta dial myself down.
And remember, it makes people feel uncomfortable like they're
talked at and not talked with.
Mistake number two, overselling the positive.
We fail on a sales standpoint.
Because we don't get into the pain, so people seek us as the solution, or we set
expectations too high and under deliver.
And then mistake number three is simply not asking for the
business, which I didn't mention before, but hey, it's not too late.
I'll mention it right now.
The main reasons people don't ask for the business is afraid of being pushy.
And afraid of rejection.
I don't wanna be that pushy salesperson.
I don't like those kind of people, and I don't wanna be treated that way, so I'm
not gonna push, and they don't ask for the business, or they, they say, all right,
I'll ask, but I'm horrified of hearing no.
Or what if I say, you know, are you comfortable moving forward?
And they're like, no, not yet.
And there's, there's a awkward tension.
I'm afraid of that rejection.
And when we learn a, a comfortable path to do this, that I teach in that webinar
and my system, all of that goes away.
So, I hope this video helps you or your team become confident closers in the house
and bypass these three rookie mistakes, and at the very least, helps you become
highly self-aware of how you behave in the home and how it makes other people feel.
So you can, again, smash your income goal and give every
customer an amazing experience.
So thanks again for joining me in today's video, just cuz our
time here is about to wrap up.
Doesn't mean you're in my time, has to.
So if you haven't yet done at hoora Free Training Center right here.
Or hang with me here, right here on YouTube and jump into that video that
I linked to before about pain being the missing link in roofing sales.
So I think you'll really dig it and you can click right here for that one.
Thanks again and we'll see you on the next video.