WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.440 You can't see this, but behind this camera I am looking out at a bunch of horrible 00:00:04.440 --> 00:00:07.230 weather, in fact, a few inches of snow. 00:00:07.350 --> 00:00:09.780 And the other day, this gentleman, Scott, whose email I had pulled 00:00:09.780 --> 00:00:13.140 up on this minor, Scott emails me, he says, Adam, what did you do on 00:00:13.140 --> 00:00:14.610 rainy days when you were in sales? 00:00:14.760 --> 00:00:18.930 And I thought, we're coming into a season where it's rainy, it's snowy, it's cold, 00:00:19.140 --> 00:00:21.960 and many sales people without a clear. 00:00:22.615 --> 00:00:25.105 They end up literally just sitting on their hands in the office saying, 00:00:25.105 --> 00:00:28.915 well, I can't make sales because it's cold out, it's rainy out, and there's 00:00:28.915 --> 00:00:31.165 all these reasons why we can't sell. 00:00:31.170 --> 00:00:34.825 But the truth is, no matter what the temperature's like or what the weather's 00:00:34.825 --> 00:00:38.605 like, there are activities that you can, and in my opinion, should be doing 00:00:38.815 --> 00:00:40.285 that are gonna help you make money. 00:00:40.500 --> 00:00:41.580 Even when it's rainy. 00:00:41.580 --> 00:00:45.450 So Scott, thank you for suggesting today's video and we are going to jump in. 00:00:45.810 --> 00:00:47.820 Uh, before we do quick welcome or welcome back. 00:00:47.820 --> 00:00:51.330 My name's Adam Benson, the roof strategist and everything that I do here in my 00:00:51.330 --> 00:00:53.130 channel and in my training center. 00:00:53.130 --> 00:00:56.760 The all in one sales system is designed to help you and your team smash your 00:00:56.760 --> 00:00:58.380 income goal and give every customer. 00:00:58.665 --> 00:01:02.355 An absolutely amazing experience and if you haven't yet done it and you 00:01:02.355 --> 00:01:05.384 haven't checked out our brand new free training center, you can click the link 00:01:05.384 --> 00:01:09.375 in the description or go to the roof strategist.com right now and you'll 00:01:09.375 --> 00:01:10.755 get your own login and pop in there. 00:01:10.785 --> 00:01:13.995 We're adding new stuff and there's more than I can list, so even 00:01:13.995 --> 00:01:17.265 if you've had some of my old freebies, get in there right now. 00:01:17.475 --> 00:01:18.375 Uh, last thing. 00:01:18.600 --> 00:01:26.370 Uh, you can text the word free, f r e e to this number 3 0 3 2 2 2 71 33. 00:01:26.370 --> 00:01:29.940 That's 3 0 3 2 2 2 71 33. 00:01:30.000 --> 00:01:30.780 And just text the word free. 00:01:30.780 --> 00:01:31.980 We'll pop you over link and get you in there. 00:01:32.400 --> 00:01:32.730 All right. 00:01:32.910 --> 00:01:36.300 Now in this video I'm gonna be teaching you seven different activities 00:01:36.300 --> 00:01:37.710 that you can do sales activities. 00:01:37.895 --> 00:01:41.884 To generate business even when it's rainy or snowy out, because even 00:01:41.884 --> 00:01:45.155 though it might feel like it these times, they don't last forever. 00:01:45.185 --> 00:01:46.565 They're a short blip on the radar. 00:01:46.685 --> 00:01:50.435 But what happens is sales is like, uh, this momentum of getting this 00:01:50.435 --> 00:01:51.935 giant boulder moving, we're brand new. 00:01:51.935 --> 00:01:54.755 It's kinda like getting it moving uphill, which you've probably heard me talk about 00:01:54.935 --> 00:01:56.615 specifically in my three part series. 00:01:56.675 --> 00:02:00.375 Roofing Sales Success Formula, making our First Sales the most challenging 00:02:00.375 --> 00:02:03.985 part, but oftentimes when we don't keep this momentum, When we let off 00:02:03.985 --> 00:02:07.645 the gas, it takes a lot of energy to get that ball moving again. 00:02:07.884 --> 00:02:11.215 So even on rain days, cold days off season, we wanna make sure 00:02:11.220 --> 00:02:12.445 that we keep the activities up. 00:02:12.445 --> 00:02:14.005 So let's get to those seven. 00:02:14.275 --> 00:02:18.415 Starting with number one, rehashing your old leads. 00:02:18.420 --> 00:02:20.815 Now if you're new in sales, this doesn't apply to you. 00:02:20.815 --> 00:02:24.685 But if you've been at this for even a few months, rehashing your old sales means 00:02:24.685 --> 00:02:28.225 all the appointments that you ran in the past that went stale, went cold, ghosted. 00:02:28.845 --> 00:02:33.614 Or for some reason you did not close rehashing those deals we often 00:02:33.614 --> 00:02:36.435 don't do, cuz we're busy trying to generate new ones or we have 00:02:36.435 --> 00:02:37.695 leads coming in from the office. 00:02:37.695 --> 00:02:40.905 So whether you're selling storm damage roofs or retail roofs, get in your 00:02:40.905 --> 00:02:42.885 pipeline and rehash your old leads. 00:02:43.065 --> 00:02:45.464 By the way, it is literally the easiest way to start pulling 00:02:45.464 --> 00:02:46.484 money outta your pipeline. 00:02:46.695 --> 00:02:47.864 So that is number one. 00:02:48.225 --> 00:02:50.114 Number two is networking. 00:02:50.234 --> 00:02:53.355 Now I call networking relationships a 10 x relationship. 00:02:53.355 --> 00:02:55.214 And the reason is we'll put all this time and. 00:02:56.295 --> 00:03:01.005 and the landing a customer and with that customer will land one sale, 00:03:01.005 --> 00:03:03.945 but with a referral relationship or a networking relationship. 00:03:03.945 --> 00:03:06.075 And by the way, I'm pointing, I've got my notes off here on my screen. 00:03:06.405 --> 00:03:10.334 Those relationships you build one time and they feed you 00:03:10.334 --> 00:03:12.045 over and over and over again. 00:03:12.075 --> 00:03:14.445 And in fact, I networked with a new home builder. 00:03:14.505 --> 00:03:17.385 His name was Grant and uh, he ended up getting in touch with me. 00:03:17.630 --> 00:03:20.540 To, to get a roof done for a remodel he was doing. 00:03:20.630 --> 00:03:23.510 I ended up being his go-to guy for all of his roofing needs and his 00:03:23.510 --> 00:03:24.950 new construction and his remodels. 00:03:25.100 --> 00:03:25.970 I did his own home. 00:03:26.030 --> 00:03:30.769 He had sent me four 100 square townhouses that he knew or, uh, owned by the way. 00:03:30.775 --> 00:03:34.190 I didn't even know that he owned them, and I got the deal and that was my first. 00:03:34.929 --> 00:03:35.890 Five figure commission. 00:03:35.920 --> 00:03:38.530 It was like life changing was absolutely amazing. 00:03:38.709 --> 00:03:40.329 Same thing, my insurance agent. 00:03:40.510 --> 00:03:43.450 So if you want more on this, there's a video I've done in the past. 00:03:43.450 --> 00:03:46.390 You can click the card up here and it's, it's the 10 x referral 00:03:46.390 --> 00:03:48.940 relationships, building those strong referral relationships and 00:03:48.940 --> 00:03:50.109 how to lead with a ton of value. 00:03:50.410 --> 00:03:52.359 All right, next one is cold calling. 00:03:52.510 --> 00:03:52.959 Guess what? 00:03:52.964 --> 00:03:54.880 Your phone works when it is. 00:03:55.680 --> 00:03:59.070 Nice out, and you can still call to set those appointments. 00:03:59.280 --> 00:04:02.820 So if you want more on that, check out my videos on cold calling and 00:04:02.820 --> 00:04:04.140 a link to one of 'em right up here. 00:04:04.470 --> 00:04:08.790 Uh, next thing we can do, by the way, is, um, this wasn't added in the original 00:04:08.790 --> 00:04:10.170 list of seven, but I wanna throw it in. 00:04:10.440 --> 00:04:12.600 It's okay to knock doors when it's raining. 00:04:12.840 --> 00:04:14.550 Many people are like, no, we can't do it. 00:04:14.550 --> 00:04:16.920 But listen, you can knock the doors when it's. 00:04:17.635 --> 00:04:20.065 Just get the appointment set to come back on another day. 00:04:20.094 --> 00:04:22.015 No one's holding you back from doing that. 00:04:22.255 --> 00:04:23.515 So remember, you have a choice. 00:04:23.515 --> 00:04:25.974 You can sit on your, on your, on your hands at the office 00:04:25.979 --> 00:04:26.965 and wait for better weather. 00:04:27.145 --> 00:04:29.034 Or you can just get out there and ask yourself my favorite 00:04:29.034 --> 00:04:30.174 question, which is the word how? 00:04:30.325 --> 00:04:31.405 Don't tell me I can't do it. 00:04:31.435 --> 00:04:32.755 I wanna know how can I do it? 00:04:32.815 --> 00:04:33.924 And we have that mindset. 00:04:33.924 --> 00:04:36.565 You can get out knocking doors in those rainy times and just get 00:04:36.565 --> 00:04:37.765 the appointment set for later. 00:04:38.005 --> 00:04:41.875 But I know, listen, when it's snowing, that's a whole different animal because 00:04:41.995 --> 00:04:45.115 it might be cold for a long time and those roofs are not accessible. 00:04:45.474 --> 00:04:45.955 All right. 00:04:46.044 --> 00:04:48.720 Um, Next one is follow up. 00:04:48.720 --> 00:04:52.380 So for most roofing salespeople, they're not following up. 00:04:52.380 --> 00:04:53.190 Maybe this is you. 00:04:53.250 --> 00:04:57.420 I hope it's not, but for me, I've been down this road myself where we either 00:04:57.420 --> 00:05:01.320 get too busy, bogged down with leads, or we get lazy or complacent, and we 00:05:01.320 --> 00:05:02.520 end up not falling up with our leads. 00:05:03.990 --> 00:05:06.570 In those rainy days, it's a great time to just sit down and reflect and 00:05:06.570 --> 00:05:09.480 go back through and start drumming up new business on those follow ups. 00:05:09.810 --> 00:05:14.535 Now, next thing on the list is, Direct mail. 00:05:15.195 --> 00:05:18.465 Direct mail is cheap, easy, super effective. 00:05:18.495 --> 00:05:21.825 You can be in the office finding addresses, going through addresses 00:05:21.825 --> 00:05:25.275 of missed sales addresses surrounding past customers you've done. 00:05:25.485 --> 00:05:29.415 There is a million in one strategies to use this in addition to your 00:05:29.415 --> 00:05:31.965 rehash process, but also to get back in a new neighborhoods and 00:05:31.995 --> 00:05:33.375 layer in another touchpoint. 00:05:33.615 --> 00:05:37.175 I've done an entire playlist on using direct mail to generate. 00:05:37.650 --> 00:05:40.320 I highly recommend that you check that one out. 00:05:40.710 --> 00:05:44.300 All right, next one here is getting referrals. 00:05:44.490 --> 00:05:48.450 So often sales people don't ask referrals, and there's this kind of 00:05:48.450 --> 00:05:53.100 false concept of, I'm not gonna ask for referrals until I've done the work. 00:05:53.280 --> 00:05:55.230 And I say, well, why wait? 00:05:55.290 --> 00:05:58.260 Do you write checks for $20,000 to people that you don't? 00:05:59.145 --> 00:05:59.625 ? No. 00:05:59.805 --> 00:06:02.625 So when you earn the business, people like you, they trust 00:06:02.625 --> 00:06:03.885 you cuz they wrote you a check. 00:06:04.185 --> 00:06:07.125 There was something that said, I wanna work with this person and 00:06:07.125 --> 00:06:09.045 it's okay to ask for referrals. 00:06:09.165 --> 00:06:11.985 Now I have an entire playlist again called Referral Madness. 00:06:11.985 --> 00:06:15.375 Check that one out, teaching you my referral incentive strategy, 00:06:15.465 --> 00:06:18.435 meaning what to offer and why and how most of the industry is doing it. 00:06:18.435 --> 00:06:20.265 Completely backwards. 00:06:20.909 --> 00:06:21.960 By the way, I did too. 00:06:21.960 --> 00:06:24.390 I've made every mistake when I call up mistakes, just no, I 00:06:24.630 --> 00:06:26.520 proudly made all of them myself. 00:06:26.640 --> 00:06:29.370 Uh, and it'll teach you when to ask how to ask and why, and all that. 00:06:29.370 --> 00:06:32.280 By the way, including my referral cheat sheet is included 00:06:32.284 --> 00:06:33.840 here in our training center. 00:06:33.960 --> 00:06:35.820 It's actually right here in the, in the complete sales strategy. 00:06:36.239 --> 00:06:38.219 Talking about how to ask for referrals, when to ask for 00:06:38.219 --> 00:06:39.330 referrals, a cheat sheet to do it. 00:06:39.359 --> 00:06:42.359 And in fact, I had one gentleman, um, individual sales rep, by the way. 00:06:42.359 --> 00:06:44.309 He grabbed my package available for an individual rep. 00:06:44.669 --> 00:06:46.919 His closing rate doubled, so he went through the closing 00:06:46.924 --> 00:06:49.109 strategy, doubled it, and then he went through the sales strategy. 00:06:49.109 --> 00:06:51.719 And right when he signed his first appointment, it was retail by the way. 00:06:51.809 --> 00:06:52.650 He asked for referrals. 00:06:52.655 --> 00:06:55.890 He left the house with four of them, four referrals, and doubled his close rate. 00:06:55.919 --> 00:06:59.250 Now again, the, the first deal, you can't say double this close rate from the 00:06:59.250 --> 00:07:00.830 first deal, but the first deal he ran. 00:07:00.965 --> 00:07:03.275 Appointment you ran using the system got four referrals. 00:07:03.424 --> 00:07:05.494 Messaged me later that his close rate has doubled. 00:07:05.494 --> 00:07:07.835 So if you want more, uh, you can check out the Roofing Sales Success 00:07:07.835 --> 00:07:09.635 formula for you or your team. 00:07:09.875 --> 00:07:13.505 There's links in the description below, and if you want more information and 00:07:13.505 --> 00:07:16.294 you wanna chat with Matt, who's my right hand guy, you can just text the 00:07:16.294 --> 00:07:23.945 word demo D emo to uh, 3 0 3 2 2 2 71 33, and number seven, guess what? 00:07:24.005 --> 00:07:25.895 I actually threw that in here. 00:07:25.895 --> 00:07:27.044 It was on my. 00:07:27.150 --> 00:07:30.179 And I didn't think I had it and that was knocking doors 00:07:30.185 --> 00:07:31.650 even when the weather is bad. 00:07:31.650 --> 00:07:35.580 So I just wanna revisit this one cuz so, so many times people are looking 00:07:35.585 --> 00:07:39.239 for reasons not to work when there always is a reason we could be working. 00:07:39.510 --> 00:07:43.950 So excuse my list I threw in number seven early, but there you have it. 00:07:43.950 --> 00:07:46.919 Seven different ways to make sales and make money when. 00:07:47.150 --> 00:07:50.420 Most everyone else who is not a top earner and that's darn near guaranteed 00:07:50.660 --> 00:07:53.390 is sitting on their hands in the office saying there's nothing I can do. 00:07:53.840 --> 00:07:57.200 So what I miss is there any other sales activities that you do when it's raining? 00:07:57.410 --> 00:07:59.330 Drop a comment and share it with us below. 00:07:59.390 --> 00:08:04.400 And hey, if you know someone on your team who needs to see this video, the 00:08:04.400 --> 00:08:09.230 folks, cuz you know who they are, that say we can't sell the excuse I people. 00:08:09.350 --> 00:08:12.230 The people that always have a reason why something didn't work, and maybe 00:08:12.230 --> 00:08:13.880 they need just a little mindset. 00:08:14.535 --> 00:08:17.775 Go ahead and click the share button, copy the URL and drop it in your 00:08:17.775 --> 00:08:21.345 group chat, sms, Facebook Messenger, wherever you share these videos with 00:08:21.345 --> 00:08:26.385 your team to inspire them and you to use this off time of finding creative 00:08:26.385 --> 00:08:29.355 ways and ask yourself this one question, how can I make more sales? 00:08:29.565 --> 00:08:32.205 Hey, that's all for this video and just cuz our time is up doesn't 00:08:32.210 --> 00:08:34.155 mean you are in my time, has to. 00:08:34.155 --> 00:08:37.005 So if you wanna learn my strategies on direct mail, uh, 00:08:37.005 --> 00:08:38.115 hop into this playlist here. 00:08:38.745 --> 00:08:40.215 And if you haven't done, you wanna get in our new free 00:08:40.215 --> 00:08:41.595 training center, click right here. 00:08:41.625 --> 00:08:42.345 We'll get you inside. 00:08:42.435 --> 00:08:43.075 We'll see you soon.