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What's the best way to approach the door in roofing sales? How do you handle dogs? Video cameras? Or even homeowners who spot you first? Do this BEFORE you knock.
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“Because your company is only as STRONG as you are.”
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
Approaching the door in
door to door roofing sales.
We might have things like a
dog or a camera, and we need to
know, are we set up for success?
How are people gonna be perceiving
us when they maybe look through that
window or pop into that camera and
they wanna know who's showing up?
What do they want?
Because I want you to
think of this right now.
Do an exercise with me and do me a favor.
If you're driving, don't do this.
Close your eyes and think.
It's five 30 at night.
It's Tuesday night.
You just got home from
work a little early.
You grab an early dinner with the family.
After dinner.
You sit down on the couch, you're hanging
out, and then all of a sudden you hear it.
Rap, rap, rap, rap, rap at your door.
What are the two things
that come through your mind?
Number one, you get up.
You look at your wife, your husband,
your girlfriend, your boyfriend,
kids, and you say, Hey, who's this?
Is anyone expecting anything?
So immediately you think, who is it?
And then as you get up and you
walk to go answer that door,
you're thinking, What did I.
So now that we know exactly
what people are thinking, we can
use this to then approach the
door in the best way possible.
So before we get to it, just wanna
say quick welcome or welcome back.
My name is Adam Ben Smith, roof
strategist, and everything I do here on
this channel is designed to help you and
your team smash your income goal and give
every customer in amazing experience.
And if you haven't yet done it,
there's a link in the video description
to get a free copy of my pitch.
Look at Pro Roofing Sales Training
video library with an entire playlist
on canvassing, approaching the
door, body language, and psychology.
So click right now and
download your free copy.
And if you're on the road or able to
text, you can text the word free, F
r e e over to 3 0 3 2 2 2 71 33, and
we'll instantly text you a link back
to just make it really easy for you to.
All right.
Now let's get started
approaching the door.
So let's take a look at what we
got here On this door, we've got
a big window, which you can see
pretty much through the house.
We've got a camera up there, so we know
that that person or homeowners, and
especially look at this, walking up
to the door, We've got these windows
right here so we know if we pull up
or walking to this house, we've got
people that could be seeing us here.
We're gonna be approaching the
door and we've got, again, we got
the camera, we got the window.
So we need to know
someone saying, Who is it?
What do.
Now number one, we need to
walk up with assertiveness.
Write that down.
Being assertive, meaning you're showing
up on purpose, you're not looking around
being like, Oh, is it okay that I'm here?
Second, guessing yourself and looking
fishy, you gotta show up on a mission.
Okay, that's number one.
Number two, what you need to do is smile.
So many people, every time we're
doing these events, I just got back
from a few Owens Corning events here.
We're doing two or three a week, and
every time we get up to a role play,
everyone's really straight faced and very,
very stern, and I'm like, Just smile.
We're in sales.
If I walked up to this
door as a stranger, like.
On a mission, right?
I'm here to serve or like this, who's
gonna feel more welcoming and warm?
So remember to just smile.
Remember, people are seeing
you before you see them.
All right?
So that's number two.
Number three, you want to acknowledge
anywhere that they might be looking.
So if you see that little thing up
there, one of the first things that
I'm gonna do is acknowledge that.
I'm gonna give it a little wave why?
It's gonna show that I'm confident.
It's gonna show that I'm
assertive and that I'm here for
a reason and I acknowledge them.
If I see windows like right here,
this little pup staring at me, I'm
gonna look right in that window
and say, Hey, you know, hey,
maybe someone's coming behind it.
People in the house know the dog's
at the window, the dog's the door.
Someone might be there, so I'm
gonna come in a assertively.
Now the other thing is, if
I have something in my hand,
which, all right, let's be real.
Some people say, Show up empty handed.
Otherwise, you look like a solicitor.
Other people like to
show up with something.
I don't really.
Feel strongly one way or another.
What I want is for you
to feel comfortable.
What I did is I always had my notepad
and or clipboard or folio with me because
it showed that I was professional.
I was there for a reason and I
could take notes if I needed to.
But if I have my door hangers, like
letters that I include in my marketing
battle pack that are folded up, I'm gonna
hold that up in case they're not home
to show that I'm there for a reason.
Peak their curiosity if they check that
ring, cuz guess what else is happening?
As I show up right here,
I am now on the front.
And that camera is right there.
The person's phone is likely
dinging with a human's been noticed
on camera movement detected.
So when I see that and I know that that
camera's gonna be checked later, if
they're not home, I'm gonna hold up my
little door hanger letter on purpose.
So when I approach the door and I
tape it to the door, when they get
home, they saw the video already,
then they see that there's a higher
likelihood of them ringing it.
So again, we wanna acknowledge that ring
doorbell, and we want to acknowledge
the window anywhere that they might be.
Seeing us now, final piece
is, what do we see right here?
I know this is a unique
situation, but we got a doorbell.
We got a doorbell right here.
Do I wanna ring that bell?
No, I don't because then
people can answer it from away.
We already know that they got the
notification from the camera on movement.
So instead, what I wanna do is use a
knock and do I wanna just now I wanna
really make him curious, curious.
Right, personal.
Then I'm gonna step back and I hear 'em.
Dogs are going, Everyone's
alerted that I'm here.
I gotta go.
That's all for this video.
Hey, if you liked it and you
want more, click right here.
Download a free copy of my
pitch, like a pro video training
library, or hop in right here.
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