WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:02.460 Door-to-door canvassing direct sales. 00:00:02.490 --> 00:00:03.030 It's cold. 00:00:03.030 --> 00:00:03.240 Right? 00:00:03.240 --> 00:00:05.880 We show up, people don't know who we are. 00:00:05.880 --> 00:00:07.290 It's completely unannounced. 00:00:07.560 --> 00:00:11.340 Therefore it is cold, just like cold calling, meaning you're 00:00:11.340 --> 00:00:14.760 calling someone for the very first time or a direct outreach. 00:00:14.970 --> 00:00:19.620 Well, unfortunately this cold approach is not ideal. 00:00:19.650 --> 00:00:20.520 Now I know. 00:00:21.675 --> 00:00:25.994 It must be done, but I'm going to be sharing with you this strategy to use, 00:00:26.265 --> 00:00:29.924 to make it warm, which I'll explain what that means here in a second. 00:00:29.924 --> 00:00:32.325 But first cold door knocking. 00:00:32.354 --> 00:00:34.515 When we show up in the mind of our customer customer. 00:00:35.295 --> 00:00:36.315 Who the heck are you? 00:00:36.375 --> 00:00:37.425 I haven't seen you. 00:00:37.875 --> 00:00:41.445 And the problem with cold approaches all the time. 00:00:41.445 --> 00:00:45.555 And again, I know that they need to be in place for a short period of time. 00:00:45.975 --> 00:00:49.815 It gets in our head, especially newer salespeople and even seasoned salespeople. 00:00:49.815 --> 00:00:55.155 We get this, like this mindset where all of the negativity that's been told to us. 00:00:55.860 --> 00:00:58.410 We start to internalize and it kills our confidence. 00:00:58.709 --> 00:01:02.309 And it's one of the main reasons by the way, owners and managers listen up. 00:01:02.669 --> 00:01:08.520 This is one of the main reasons that sales reps quit because in their head, all of 00:01:08.520 --> 00:01:11.610 this negative nonsense gets internalized. 00:01:11.880 --> 00:01:12.660 And then there's this. 00:01:13.440 --> 00:01:13.770 Yeah. 00:01:13.830 --> 00:01:17.880 I am a sleazy door to door sales person and confidence is destroy. 00:01:18.355 --> 00:01:20.965 People get beat down over and over again. 00:01:21.175 --> 00:01:27.085 So it is our job as leaders to give our team the right steps, the right path 00:01:27.115 --> 00:01:32.875 forward to rewriting the story in the sales reps, mind in sales reps that are 00:01:32.875 --> 00:01:35.305 tuning in, you can do this on your own. 00:01:35.315 --> 00:01:37.015 I'll be sharing this here in just a second. 00:01:37.285 --> 00:01:43.315 So when we make this shift from cold door knocking, meaning no one knows who we are. 00:01:43.315 --> 00:01:45.535 It's the first time the neighborhood to warm door knocking, which 00:01:45.535 --> 00:01:47.575 means people have seen us before and there's familiarity. 00:01:48.375 --> 00:01:52.875 Great things happen for owners and managers increased retention, 00:01:52.875 --> 00:01:55.365 higher performance, and people finding more meaning and more 00:01:55.365 --> 00:01:57.675 enjoyment out of their career choice. 00:01:57.945 --> 00:01:59.565 So how do we do this? 00:01:59.595 --> 00:02:02.325 Well, that is what we are going to cover in today's video. 00:02:02.535 --> 00:02:02.925 First. 00:02:02.985 --> 00:02:04.245 I want to say welcome or welcome back. 00:02:04.275 --> 00:02:05.354 My name is Adam Benjamin. 00:02:05.355 --> 00:02:08.865 The roof strategist in the roofing industry completely changed my life. 00:02:09.074 --> 00:02:10.574 I've tried to leave four times. 00:02:10.574 --> 00:02:13.005 I keep getting drawn back in and I love it. 00:02:13.245 --> 00:02:16.185 And the reason is this industry provides opportunities. 00:02:16.850 --> 00:02:20.060 For everyone, no matter what walk of life, your background, your education, 00:02:20.300 --> 00:02:22.130 where you came from does not matter. 00:02:22.370 --> 00:02:24.830 It truly is a land of opportunity. 00:02:24.830 --> 00:02:28.520 As long as you are willing to apply yourself, lean into the 00:02:28.520 --> 00:02:30.890 discomfort, grow and do the work. 00:02:31.160 --> 00:02:31.220 Yeah. 00:02:31.925 --> 00:02:36.755 Sometimes it's not easy, but we can make it easier by following the right steps. 00:02:36.755 --> 00:02:40.565 So I just want to say, I'm glad to have you here because my mission is to help 00:02:40.565 --> 00:02:44.825 you smash your income goal and give every customer an amazing experience. 00:02:45.155 --> 00:02:48.935 And if you liked this video and you want more videos like it, head on over 00:02:48.935 --> 00:02:52.835 to the roof, strategist.com right now, and download a free copy of my pitch. 00:02:52.835 --> 00:02:54.005 Like a pro roofing sales training. 00:02:54.560 --> 00:02:55.340 It's totally free. 00:02:55.580 --> 00:02:56.450 Enter your name and email. 00:02:56.450 --> 00:02:58.880 You're going to be joined by thousands of people in good company. 00:02:59.090 --> 00:03:02.300 Who've downloaded this video library right here, and you can jump into the 00:03:02.300 --> 00:03:05.300 canvasing training because there's a whole lot more on door to door in there 00:03:05.300 --> 00:03:07.460 along with the pitching section as well. 00:03:07.820 --> 00:03:09.980 All right, now let's get back to today's video, by the way, 00:03:09.980 --> 00:03:11.060 there's a link in the description. 00:03:11.060 --> 00:03:13.220 Should you be interested or you can go to the roof, 00:03:13.220 --> 00:03:16.430 strategist.com so cold versus warm. 00:03:16.790 --> 00:03:18.410 Uh, again, before I delete this. 00:03:19.025 --> 00:03:20.255 Writing cold, just so on. 00:03:20.255 --> 00:03:22.115 The same page means we're showing up for the first time. 00:03:22.115 --> 00:03:22.925 People don't know who we are. 00:03:23.285 --> 00:03:27.575 And big mistake you've probably seen me talk about is especially new people. 00:03:27.755 --> 00:03:29.735 It's the grass is greener mindset. 00:03:30.575 --> 00:03:31.415 Knock this neighborhood. 00:03:31.415 --> 00:03:31.925 No one was home. 00:03:31.925 --> 00:03:32.615 Didn't get any bites. 00:03:33.185 --> 00:03:34.775 We're knocking this neighborhood next to this neighborhood, 00:03:34.775 --> 00:03:35.375 neck, this neighborhood. 00:03:36.255 --> 00:03:38.655 Each and every time you're cold, no one knows who you are. 00:03:38.985 --> 00:03:40.485 And then add insult to injury. 00:03:40.485 --> 00:03:43.065 Once you do get some traction and you keep this up, you're 00:03:43.065 --> 00:03:44.505 spreading all over the place. 00:03:44.715 --> 00:03:47.145 Five visits to each house, best case scenario. 00:03:47.145 --> 00:03:50.985 You're driving five times here, five times there, five times over this way. 00:03:51.225 --> 00:03:53.865 And then all of a sudden you're spending hours and hours a day in windshield time. 00:03:54.075 --> 00:03:54.585 Done it. 00:03:54.585 --> 00:03:55.485 Believe me, not fun. 00:03:55.965 --> 00:03:59.205 Instead, what we want to do is focus on what I call warm docking. 00:03:59.215 --> 00:04:00.195 So warm. 00:04:00.725 --> 00:04:01.745 Warm door-knocking. 00:04:02.015 --> 00:04:06.125 So we want to go from cold to warm as fast as possible. 00:04:06.394 --> 00:04:07.864 And what's interesting. 00:04:08.045 --> 00:04:11.225 I've talked about this before, but I'm talking about it again. 00:04:11.435 --> 00:04:13.864 There's a gentleman who wrote a book named Jack Schafer. 00:04:13.894 --> 00:04:14.885 The book was called. 00:04:16.130 --> 00:04:17.450 Uh, the light switch. 00:04:17.930 --> 00:04:21.079 And then he also wrote another book called the truth detector, former FBI 00:04:21.079 --> 00:04:23.390 agent, and this full credit to him. 00:04:23.390 --> 00:04:26.060 He calls it the friendship formula. 00:04:26.120 --> 00:04:26.450 All right. 00:04:26.450 --> 00:04:27.590 So this is not mine. 00:04:27.590 --> 00:04:31.460 This is Jack Schafer, author of the light switch and author of. 00:04:32.325 --> 00:04:33.525 Uh, the truth detector. 00:04:33.945 --> 00:04:37.665 So as I, by the way, I read this after I developed the 00:04:37.665 --> 00:04:38.775 process that gonna be teaching. 00:04:38.775 --> 00:04:42.855 And by the way, this exact process is literally the backbone foundation 00:04:43.215 --> 00:04:46.875 of my all-in-one sales training, sales strategy, and sales system. 00:04:47.085 --> 00:04:48.315 It's being used by thousands. 00:04:48.315 --> 00:04:49.845 As we speak for storming retail. 00:04:49.845 --> 00:04:51.105 It's a complete system Dr. 00:04:51.105 --> 00:04:53.745 Close, and we'll get you on this transition as quick as. 00:04:54.325 --> 00:04:55.705 But I want to lay the foundation. 00:04:55.705 --> 00:04:59.604 So the friendship formula context, Jack Shaffer was an FBI agent was 00:04:59.604 --> 00:05:04.284 tasked with spotting foreign spies in the U S so guys from X country in the 00:05:04.284 --> 00:05:08.755 U S in sending Intel back and his job was to be friend to them and get them 00:05:08.755 --> 00:05:10.974 to flip and start giving us Intel. 00:05:11.924 --> 00:05:14.354 My reason I'm sharing that as context wise within I'm about to lay out 00:05:14.594 --> 00:05:16.484 when this begins to work for you. 00:05:16.724 --> 00:05:19.755 If it can work for converting a foreign spy, I'm pretty sure it'll 00:05:19.755 --> 00:05:21.044 do pretty well door to door sales. 00:05:21.044 --> 00:05:23.205 And in fact, we know it has because of the results. 00:05:23.474 --> 00:05:25.995 So number one is frequency. 00:05:27.914 --> 00:05:30.135 Meaning how many times you see someone? 00:05:30.525 --> 00:05:32.984 Number two is duration. 00:05:35.445 --> 00:05:39.525 Number three, excuse me, let me backtrack. 00:05:39.585 --> 00:05:40.335 I put these in the wrong. 00:05:43.305 --> 00:05:47.775 Proximity my bad duration. 00:05:49.485 --> 00:05:50.835 And then the fourth one is intensity. 00:05:51.255 --> 00:05:52.545 Now I want to lay out what this means. 00:05:53.715 --> 00:05:56.565 So Jack Shaffer, his job spot foreign spies, right? 00:05:56.565 --> 00:05:58.635 Get them to flip, start spying on their own home country. 00:06:00.585 --> 00:06:03.975 He would never have his first interaction with. 00:06:04.920 --> 00:06:07.350 Sitting down, go on a walk and walk to a coffee shop. 00:06:08.040 --> 00:06:11.610 And he started to do this by breaking down by stopping by multiple times, 00:06:11.610 --> 00:06:13.980 maybe it was at the spies place of business or where they hang 00:06:13.980 --> 00:06:15.630 out, he would be close to them. 00:06:15.630 --> 00:06:17.010 So they'd see him in. 00:06:17.955 --> 00:06:20.505 Uh, corner of their eye, he'd start spending more and more time there. 00:06:20.865 --> 00:06:26.415 And then the intensity is the emotional connection, the emotional response that he 00:06:26.415 --> 00:06:30.075 would elicit from the target in this case. 00:06:30.405 --> 00:06:32.535 But how do we apply this to roofing sales frequency? 00:06:32.805 --> 00:06:34.335 This is how many times during the day. 00:06:35.140 --> 00:06:38.169 If people see you once, are they going to eagerly buy from you? 00:06:38.169 --> 00:06:38.770 The answer is no. 00:06:38.770 --> 00:06:41.559 And by the way, same thing, like if you're running ads on Facebook or 00:06:41.559 --> 00:06:45.460 Google or anything like that for leads, homeowners are going to be like, oh, 00:06:45.460 --> 00:06:47.260 a lead for a new roofing company. 00:06:47.260 --> 00:06:48.429 I can't wait to buy from you. 00:06:48.429 --> 00:06:49.270 What do they always say? 00:06:49.330 --> 00:06:50.530 I see you everywhere. 00:06:50.559 --> 00:06:51.609 We've seen your ads. 00:06:51.609 --> 00:06:52.599 We've seen your trucks. 00:06:52.840 --> 00:06:55.989 So frequency is how often you're in the neighborhood. 00:06:56.530 --> 00:06:59.260 Proximity, how close you are to that home. 00:06:59.440 --> 00:07:02.640 You know, how is easier to sign the neighbor than it is from seven blocks. 00:07:03.615 --> 00:07:08.865 Closer the better duration for how long, if you are one and done in 00:07:08.865 --> 00:07:10.515 a neighborhood, Oop saw you once. 00:07:10.545 --> 00:07:14.025 Low-frequency low proximity for low period of time versus being in that 00:07:14.025 --> 00:07:18.135 same neighborhood over and over again for long periods of time. 00:07:18.285 --> 00:07:20.355 Hey, I saw your truck in the neighborhood all day. 00:07:20.385 --> 00:07:21.795 I saw your crew here all day. 00:07:21.945 --> 00:07:23.205 You've been in the neighborhood for weeks. 00:07:23.205 --> 00:07:26.775 You've done multiple jobs and the intensity is the level in which 00:07:26.805 --> 00:07:29.955 the, in this case, the customer or the neighborhood has had 00:07:29.955 --> 00:07:31.425 some sort of emotional response. 00:07:32.655 --> 00:07:32.955 Okay. 00:07:33.165 --> 00:07:37.775 So this friendship formula, which I've taught before, again, Jack Schafer, author 00:07:37.965 --> 00:07:40.245 of the like swish and truth detector. 00:07:40.815 --> 00:07:43.635 I read this and I'm like, this is why this process works. 00:07:43.875 --> 00:07:46.845 I didn't understand the psychology behind it as much. 00:07:47.175 --> 00:07:49.725 And now this was like, boom, this is why. 00:07:50.025 --> 00:07:51.255 So let's talk about this. 00:07:52.365 --> 00:07:55.005 We done our call door knocking people, ask who the heck are you? 00:07:55.095 --> 00:07:57.525 And what we want to do instead is warm door knocking. 00:07:57.825 --> 00:07:59.145 And here's what I mean by that. 00:08:00.840 --> 00:08:02.130 I'm calling the owners and managers here. 00:08:02.850 --> 00:08:07.770 When we make this shift, we now have a service focused reason for 00:08:07.770 --> 00:08:08.940 our visit in the neighborhood. 00:08:09.270 --> 00:08:12.180 We have our reps that enjoy what they do by the way. 00:08:12.210 --> 00:08:15.540 This is the plan that most of the reps who have interviewed on the 00:08:15.540 --> 00:08:18.705 channel, who've been wicked successful, like bill Sansom, who did 2.2 00:08:18.705 --> 00:08:20.280 million in his first year at age 16. 00:08:20.940 --> 00:08:21.330 Okay. 00:08:21.360 --> 00:08:26.700 Coincidentally 60 was at 60 or 63 out of 73 homes in a single subdivision or guys 00:08:26.700 --> 00:08:28.650 like Marshall, who flipped to this system. 00:08:28.830 --> 00:08:33.260 He called it a breathing familiarity and he ended up doing half a 00:08:33.260 --> 00:08:36.210 million out of one neighborhood in six weeks from switching to the 00:08:36.210 --> 00:08:37.439 six weeks with two weeks vacation. 00:08:37.770 --> 00:08:40.080 So when we follow this system, and again, this is the, this 00:08:40.080 --> 00:08:41.700 system is inside my program. 00:08:42.210 --> 00:08:44.120 It changes not only. 00:08:44.699 --> 00:08:47.819 The mindset of the rep, it increases retention, increases performance, 00:08:47.849 --> 00:08:49.829 and this is when people reach out to they're actually having fun with it. 00:08:50.130 --> 00:08:51.599 So what do we want to do again? 00:08:51.599 --> 00:08:55.650 The fundamentals is we want to stay in the same neighborhood, stay in the hood. 00:08:55.680 --> 00:08:57.750 I'm just going to ride her so I can write less. 00:08:58.050 --> 00:09:00.180 Do you want to stay in that same neighborhood over and over again? 00:09:00.390 --> 00:09:02.219 And if you don't get traction, that's okay. 00:09:02.490 --> 00:09:05.099 We can come back another time. 00:09:05.099 --> 00:09:07.199 So we're going to batch our time in the neighborhood. 00:09:07.290 --> 00:09:07.589 Okay. 00:09:07.800 --> 00:09:10.740 Then we're going to leverage and you'll I'll, I'll highlight this in a 00:09:10.740 --> 00:09:12.000 second, but I'm laying the groundwork. 00:09:12.209 --> 00:09:13.459 Leverage key touch. 00:09:14.250 --> 00:09:16.050 Okay, why do, what do I mean by key touch points? 00:09:16.290 --> 00:09:21.360 These are triggers that allow us to provide incredible 00:09:21.360 --> 00:09:22.290 service to the customer. 00:09:22.290 --> 00:09:26.430 That's the touch point while converting that service into a sales opportunity. 00:09:26.910 --> 00:09:27.360 All right. 00:09:27.390 --> 00:09:28.620 So how does this work? 00:09:28.740 --> 00:09:31.680 We want to again, stay in the neighborhood and leverage those key touch points. 00:09:31.920 --> 00:09:33.000 Last piece of groundwork. 00:09:33.210 --> 00:09:34.230 The main thing is to. 00:09:35.265 --> 00:09:36.285 Uh, strong. 00:09:36.315 --> 00:09:36.555 Oops. 00:09:36.555 --> 00:09:38.505 That's supposed to be a T strong habits. 00:09:38.775 --> 00:09:41.325 Now I've studied habits and habit forming behavior. 00:09:41.625 --> 00:09:45.555 And the idea is that we have a trigger that says we should do this. 00:09:45.975 --> 00:09:50.085 Oftentimes triggers for us in our daily life can be unhealthy for folks who, 00:09:50.145 --> 00:09:52.515 uh, might enjoy a beer after work. 00:09:52.545 --> 00:09:56.115 Oftentimes the, the ritual of pouring yourself a cocktail 00:09:56.115 --> 00:09:58.115 or, or grabbing a drink is. 00:09:58.710 --> 00:10:01.470 S, you know, you hear it, you got the foam and there's like this 00:10:01.470 --> 00:10:04.920 ritual that indicates I'm done with work, or I'm done with the day. 00:10:04.920 --> 00:10:06.450 This is how I unwind and relax. 00:10:06.630 --> 00:10:08.610 So that trigger is done with work. 00:10:08.760 --> 00:10:10.920 The habit is going for a beverage, right? 00:10:10.950 --> 00:10:12.510 Not a great habit to have. 00:10:13.875 --> 00:10:18.165 Any other behavior, whether it's video games or any other habits, we have 00:10:18.165 --> 00:10:21.255 a trigger, meaning an instant that says, boom, and then this happens. 00:10:21.525 --> 00:10:23.655 So our mission is to say, Hey, we're human. 00:10:23.655 --> 00:10:24.255 This is how we go. 00:10:24.435 --> 00:10:26.085 How do I use this to my advantage? 00:10:26.235 --> 00:10:29.204 So the trigger of the strong habits, okay. 00:10:29.235 --> 00:10:31.995 Focused by triggers are those key stages. 00:10:32.204 --> 00:10:35.954 The first key stage is when we sign a new customer. 00:10:36.375 --> 00:10:36.615 Okay. 00:10:36.645 --> 00:10:37.035 Meaning. 00:10:38.265 --> 00:10:39.165 I signed a new customer. 00:10:39.165 --> 00:10:39.645 I got ink. 00:10:39.675 --> 00:10:43.185 Whether it's a contingency or contract, then the job gets scheduled. 00:10:43.185 --> 00:10:44.175 This is a trigger. 00:10:44.205 --> 00:10:44.655 Right. 00:10:44.805 --> 00:10:45.615 Job is scheduled. 00:10:45.615 --> 00:10:50.505 Then we have installed day and then we have when it's done. 00:10:51.465 --> 00:10:52.155 And then when it's paid. 00:10:53.265 --> 00:10:53.595 Okay. 00:10:53.925 --> 00:10:56.835 And then I'm going to add in one more, this is less of a trigger, but this, 00:10:56.865 --> 00:10:58.875 oops, this is a new neighborhood. 00:10:58.875 --> 00:11:02.115 This is more first in the neighborhood or opening up a new neighborhood. 00:11:02.145 --> 00:11:04.725 So outside of this, these are the five triggers. 00:11:04.905 --> 00:11:09.345 So we know to hold a team accountable or yourself, when you sign a new car. 00:11:10.099 --> 00:11:11.870 Do this, this and this, okay. 00:11:11.900 --> 00:11:13.400 Job schedule do this, this and this. 00:11:13.790 --> 00:11:15.290 And so they do this, this and this. 00:11:15.530 --> 00:11:15.800 Okay. 00:11:15.829 --> 00:11:18.349 When the job's done, meaning when we're invoicing the homeowner or 00:11:18.349 --> 00:11:20.150 the insurance company do this, this and this, and then it's paid in 00:11:20.150 --> 00:11:21.079 full we're back in the neighborhood. 00:11:21.290 --> 00:11:22.550 So here's what this allows us to do. 00:11:22.819 --> 00:11:23.810 This allows us. 00:11:23.810 --> 00:11:27.319 And again, if you are using my all-in-one sales training, sales strategy and sales 00:11:27.319 --> 00:11:31.130 system, uh, I provide, and there's a link in the description by the way. 00:11:31.430 --> 00:11:32.900 Um, I'm just going to put this out there. 00:11:32.900 --> 00:11:36.859 If you are interested and you want to chat about this, there's our number, uh, 300. 00:11:37.680 --> 00:11:39.959 Two two, two seventy one thirty three. 00:11:40.469 --> 00:11:43.110 So that phone number you can call or text or reach our office. 00:11:43.110 --> 00:11:47.610 We can answer your questions, but the V this flow, we have a habit, right? 00:11:47.610 --> 00:11:51.810 The habit, meaning the trigger, which then indicates we need to follow these steps. 00:11:51.810 --> 00:11:54.545 And then we provide by the way, The marketing battle pack, what to 00:11:54.545 --> 00:11:57.875 use when and what to say, emails to send the referral program. 00:11:58.055 --> 00:12:00.575 When you get the insurance agent's name, all those details are baked in 00:12:00.575 --> 00:12:03.125 here and it becomes a full system, but we're not talking about that. 00:12:03.125 --> 00:12:04.685 Now we're talking about warm door knocking. 00:12:04.865 --> 00:12:08.735 So what happens when I mentioned that kind of rewiring of your mind, you end 00:12:08.735 --> 00:12:12.545 up being able to engage in these steps from a service based approach, warm. 00:12:12.665 --> 00:12:15.905 So the only time that we're doing cold door knocking is when we're 00:12:15.905 --> 00:12:17.015 brand new in a neighborhood. 00:12:17.015 --> 00:12:19.895 And only up until the point where we give, begin getting inspections, 00:12:19.895 --> 00:12:24.704 then we can start referencing, you know, Um, Who we talked to. 00:12:24.704 --> 00:12:28.395 And by the way, I go in great detail in one of the programs in that package called 00:12:28.395 --> 00:12:31.545 a canvassing strategy, where I tell you what to say, the sales strategy tells 00:12:31.545 --> 00:12:32.655 you what to do and gives you all of it. 00:12:33.045 --> 00:12:34.574 And the closing travel, teach you how to close them. 00:12:34.844 --> 00:12:37.155 But when we're brand new in a neighborhood, this is the only 00:12:37.155 --> 00:12:38.675 time it should be cold there. 00:12:38.675 --> 00:12:41.875 Our first initial time, until we start talking to someone, then we're going to. 00:12:42.395 --> 00:12:44.135 To a warm approach for these. 00:12:44.135 --> 00:12:47.315 So again, we have a service based approach, the reason, Hey, the reason 00:12:47.315 --> 00:12:50.795 I'm stopping by Peggy, just two doors down, just chose us to do her roof. 00:12:51.005 --> 00:12:52.385 And the reason I'm here is blank. 00:12:52.535 --> 00:12:55.025 Then when the job's scheduled, Hey, the reason I'm stopping by Peggy's, 00:12:55.025 --> 00:12:56.345 roof's getting installed next week. 00:12:56.465 --> 00:12:57.305 Hey, insole day. 00:12:57.425 --> 00:12:59.495 Hey, the reason I'm stopped by Peggy's roof, we're actually installing. 00:13:00.025 --> 00:13:00.505 When it's done. 00:13:00.505 --> 00:13:02.875 Hey, the reason I'm stopping by it last week, we did Peggy's roof. 00:13:03.115 --> 00:13:05.665 So the reason I'm breaking all this down and by the way, these 00:13:05.665 --> 00:13:07.045 two are virtually the same. 00:13:07.165 --> 00:13:08.695 Um, we have more sales activities. 00:13:08.695 --> 00:13:10.615 You're doing the jobs done, but, uh, pitfall. 00:13:10.765 --> 00:13:15.235 So that way, every time we're out there, we are leveraging the friendship formula. 00:13:15.505 --> 00:13:15.895 All right. 00:13:15.895 --> 00:13:18.685 Frequency, proximity, duration, and intensity. 00:13:18.685 --> 00:13:19.555 We're there a lot. 00:13:19.765 --> 00:13:22.165 We're a close by where they're very frequently. 00:13:22.285 --> 00:13:25.045 And then the intensity is the relationships that we developed 00:13:25.255 --> 00:13:26.695 and a gentleman that sold for us. 00:13:26.695 --> 00:13:28.855 And he was LaMi by the way, Lonnie, if you're watching this. 00:13:29.655 --> 00:13:31.185 I love seeing what you're doing with your own business. 00:13:31.185 --> 00:13:32.084 Now it's killing it. 00:13:32.444 --> 00:13:34.485 So Lonnie and I worked this little neighbor. 00:13:35.685 --> 00:13:39.704 And we went in there cold and we got like nothing, absolutely nothing. 00:13:40.125 --> 00:13:41.685 And there was no competition there. 00:13:41.685 --> 00:13:44.344 It was like this fringe area with an old storm date. 00:13:44.344 --> 00:13:45.885 And there was like a new storm that kind of hit. 00:13:46.094 --> 00:13:49.305 And we knew if we could find something, we crack it, them, we got nothing 00:13:49.604 --> 00:13:53.385 rejected, rejected, rejected, and then fast forward in, in six weeks we looked 00:13:53.385 --> 00:13:55.994 60 homes and most of that was Lani. 00:13:55.994 --> 00:13:57.255 I was managing at the time and helping out. 00:13:57.895 --> 00:14:00.565 In Lonnie kept hearing, no, they need to get a roof done. 00:14:00.595 --> 00:14:01.675 Then you get roofing siting down. 00:14:01.675 --> 00:14:04.465 And if you go back to those houses where they said no, and all these 00:14:04.465 --> 00:14:08.605 nos, even three up to four, up to even five nos he'd flip into yes. 00:14:08.935 --> 00:14:12.115 When you, I wish I still had that picture, but I vividly remember it 00:14:12.115 --> 00:14:13.165 was like a four block perimeter. 00:14:13.165 --> 00:14:15.475 You'd be sitting on the street yard sign, yard, sign, yard, 00:14:15.475 --> 00:14:16.405 sign, yard, sign, yard sign. 00:14:16.465 --> 00:14:17.755 We just crushed it. 00:14:18.025 --> 00:14:19.165 And it was because of leverage. 00:14:19.685 --> 00:14:24.695 These touchpoints and leveraging the principle of the friendship formula. 00:14:24.875 --> 00:14:26.735 So your mission let's break this up. 00:14:26.735 --> 00:14:28.535 Sales rep owner manager sales rep. 00:14:28.535 --> 00:14:30.665 Your mission is to not go one and done. 00:14:30.815 --> 00:14:34.145 Try to transition from cold door, knocking as fast as you can do what we 00:14:34.145 --> 00:14:36.455 call warm door knocking owners, managers. 00:14:36.455 --> 00:14:40.535 Your job is to understand that it's your, it's your responsibility to 00:14:40.535 --> 00:14:44.975 give your team this path to one rewiring their own internal dialogue 00:14:45.005 --> 00:14:46.475 to helping increase retention. 00:14:46.975 --> 00:14:50.125 In three, helping them feel confident with their, with their work because 00:14:50.125 --> 00:14:51.625 we're taking the service driven approach. 00:14:51.775 --> 00:14:55.075 And then now all in, by the way, um, I'm just curious what you guys 00:14:55.075 --> 00:14:58.225 would, would guess, but, uh, how many, how many sales touch points do 00:14:58.225 --> 00:15:00.655 you think exist through this it's 25. 00:15:00.805 --> 00:15:04.675 So in our program, we have each person, each customer has an amazing experience. 00:15:04.675 --> 00:15:07.075 It's part of our mission, but each one of those touch points, 00:15:07.105 --> 00:15:08.995 there's 25 sales opportunities. 00:15:09.645 --> 00:15:12.494 For you to take advantage of from each one, this is how those folks in the 00:15:12.494 --> 00:15:13.964 channel dominated the neighborhood. 00:15:14.145 --> 00:15:18.974 So your key takeaway is to transition from cold door knocking to warm door knocking, 00:15:19.155 --> 00:15:23.984 to have strong daily habits and to put the friendship formula to work for you. 00:15:24.224 --> 00:15:26.084 Now, if you're interested in the program or you want to chat with. 00:15:26.535 --> 00:15:31.275 You can call or text (303) 222-7133 program is called the 00:15:31.275 --> 00:15:32.895 roofing sales success formula. 00:15:33.194 --> 00:15:35.055 And there's a link in the description as well. 00:15:35.265 --> 00:15:38.954 We have packages available for individual reps or entire teams, and those packages 00:15:38.954 --> 00:15:42.074 for the teams include a whole bunch like our recruiting training, our sales 00:15:42.074 --> 00:15:44.805 leadership training, our role-play training, and a management rollout guide 00:15:44.805 --> 00:15:46.194 to help you implement everything you. 00:15:46.755 --> 00:15:49.845 Following best practices of what we learned from thousands of users 00:15:49.845 --> 00:15:53.145 across the U S along with how to hold your team accountable, how to easily 00:15:53.145 --> 00:15:54.375 integrate it in a whole bunch more. 00:15:54.585 --> 00:15:56.355 So, thanks for joining me in today's video. 00:15:56.655 --> 00:15:59.505 If you want more, just cause our time here is about to run. 00:16:00.570 --> 00:16:04.050 It doesn't mean you're in my time has to jump into this playlist to ACE your pitch 00:16:04.050 --> 00:16:08.730 at the door more on canvassing here, or if you haven't yet done it, click here to 00:16:08.730 --> 00:16:12.360 download a free copy of my pitch, like a pro roofing sales training, video library. 00:16:12.360 --> 00:16:14.400 And as always, if you have any questions about products or 00:16:14.400 --> 00:16:15.450 programs would be happy to help. 00:16:15.660 --> 00:16:16.200 Thanks again. 00:16:16.230 --> 00:16:16.780 We'll see you in the next.