WEBVTT NOTE This file was generated by Descript 00:00:00.270 --> 00:00:05.670 Never ever, ever, for any reason ever tell a homeowner that their roof is damaged? 00:00:06.765 --> 00:00:09.075 And you're probably thinking, Adam, you're a nutcase. 00:00:09.105 --> 00:00:10.155 I do that all the time. 00:00:10.425 --> 00:00:11.835 And by the way I did too. 00:00:12.015 --> 00:00:15.015 But when you watch this video, you're going to learn how to get the 00:00:15.015 --> 00:00:20.595 homeowner to tell you that the roof is damaged because let's be real. 00:00:20.625 --> 00:00:24.345 My friend, when we are in door to door sales, which most of us are 00:00:24.345 --> 00:00:27.015 when we're dealing with storm damaged roofs, whether it's hail, wind, or 00:00:27.015 --> 00:00:28.815 hurricane, we're showing up on another. 00:00:29.280 --> 00:00:31.710 People have no idea what we, who we are. 00:00:31.980 --> 00:00:33.330 They don't know our company name. 00:00:33.480 --> 00:00:35.700 And then we show up there, we offer our free inspection. 00:00:35.700 --> 00:00:38.970 We come down and we say, by the way, your roof's in a lot of trouble. 00:00:38.970 --> 00:00:39.990 You got all this damage. 00:00:39.990 --> 00:00:41.340 You need to replace it. 00:00:41.580 --> 00:00:46.410 They're like, uh, duh, do you mean to tell me your door to door sales? 00:00:47.295 --> 00:00:49.875 And you're showing up, offering a free inspection in my roof is 00:00:49.875 --> 00:00:52.635 damaged and you just so happen to make money selling roofs. 00:00:53.025 --> 00:00:56.565 Oh, I really trust you said no one ever. 00:00:56.865 --> 00:01:02.295 So what we need to do is take a step back in sales and realize 00:01:02.295 --> 00:01:05.205 this fundamental principle. 00:01:05.415 --> 00:01:09.135 And here it is, people don't buy things. 00:01:09.135 --> 00:01:09.475 They don't. 00:01:10.485 --> 00:01:13.934 And people need to take ownership of their problems. 00:01:14.384 --> 00:01:15.884 I want to give you an example. 00:01:16.125 --> 00:01:20.235 If someone that you know, drinks too much and you tell them all the time 00:01:20.264 --> 00:01:22.155 you drink too much, you drink too much. 00:01:22.304 --> 00:01:25.485 Well guess what does it mean that they're going to stop drinking? 00:01:25.994 --> 00:01:26.565 No. 00:01:26.835 --> 00:01:28.065 When is it when they stopped? 00:01:29.205 --> 00:01:33.225 It's when they say, I realize I drink too much and have a problem. 00:01:33.675 --> 00:01:37.185 And it's only at that point when they've taken ownership of their 00:01:37.185 --> 00:01:40.875 problem, that they then seek a solution in change their behavior. 00:01:41.355 --> 00:01:45.525 Likewise, with buying new things, if you have someone show up, 00:01:45.575 --> 00:01:47.445 you go to get an oil change. 00:01:47.445 --> 00:01:47.685 Right. 00:01:47.685 --> 00:01:51.245 And the oil chain shop is always like, well, I got bad news for you. 00:01:51.255 --> 00:01:53.535 I one need a cabin filter for sure. 00:01:53.535 --> 00:01:55.415 If you don't get that cabin filter change, you are. 00:01:56.295 --> 00:01:57.555 Toxic terrible error. 00:01:57.765 --> 00:02:00.135 Number two, you're going to need an, a regular air filter. 00:02:00.345 --> 00:02:03.675 Number three, your struts are well beyond shot. 00:02:03.675 --> 00:02:05.685 We're going to want to do that, which means you're also 00:02:05.685 --> 00:02:06.945 going to need in alignment. 00:02:06.945 --> 00:02:09.825 And by the way, you probably should get a coolant flush and a 00:02:09.825 --> 00:02:12.675 transmission flush while you're here, because you are reaching the 00:02:12.675 --> 00:02:14.295 critical mileage on your vehicle. 00:02:14.505 --> 00:02:17.205 And you're sitting there thinking my vehicle doesn't smell. 00:02:17.205 --> 00:02:18.315 I don't need a cabin filter. 00:02:18.495 --> 00:02:19.605 It's running just fine. 00:02:19.605 --> 00:02:20.835 It has 50,000 miles. 00:02:20.835 --> 00:02:21.675 And you tell me everything's going to. 00:02:22.695 --> 00:02:26.295 No, but if you experienced problems with your steering, you're handling, 00:02:26.295 --> 00:02:28.755 you're going to go in for service. 00:02:29.025 --> 00:02:32.655 So again, I use that mechanic distrust because most people don't trust the 00:02:32.655 --> 00:02:36.015 mechanic at all, ever for any reason. 00:02:36.345 --> 00:02:40.845 And it's because they always are trying to make more money from us as people. 00:02:41.820 --> 00:02:44.340 That we do in door to door sales. 00:02:44.790 --> 00:02:48.030 So in this video, I'm going to teach you how to get the homeowner 00:02:48.060 --> 00:02:50.730 telling you the roof is damaged because you never want to tell them 00:02:50.820 --> 00:02:52.650 it's damaged before we get into it. 00:02:52.890 --> 00:02:54.480 Welcome or welcome back. 00:02:54.570 --> 00:02:57.690 My name is Adam Benjamin, the brief strategist and everything I do here is 00:02:57.690 --> 00:03:01.740 designed to help you smash your income goal and give every customer an amazing. 00:03:03.105 --> 00:03:06.524 And my real passion with this whole roofing industry is that anyone, 00:03:06.524 --> 00:03:10.065 regardless of your age, regardless of your background, your education, how 00:03:10.065 --> 00:03:13.125 much money you've made in the past, it's an equal opportunity for us. 00:03:13.424 --> 00:03:19.005 And the way that we earn more money in this industry is by changing what we say. 00:03:19.454 --> 00:03:19.815 Okay. 00:03:19.815 --> 00:03:23.114 And I teach, and I don't, I don't want to get too far down a rabbit hole here. 00:03:23.325 --> 00:03:26.174 I teach that roofing sales is a success formula, three things, the 00:03:26.174 --> 00:03:29.595 B, which is who you are and who you will become, or for owners, this is. 00:03:30.464 --> 00:03:32.984 Getting the right people who are cut out and only for the industry, but 00:03:32.984 --> 00:03:36.704 for your company, that's the be doing the right sales activities every day. 00:03:36.765 --> 00:03:40.035 That's knocking doors, sending direct mail letters, cold call referrals, you 00:03:40.035 --> 00:03:41.954 name it, you follow the right plan. 00:03:41.954 --> 00:03:43.125 You do the right sales activities. 00:03:43.364 --> 00:03:44.864 And then the, say, you say the right thing. 00:03:44.864 --> 00:03:46.575 When you're pitching at the door overcoming objections and 00:03:46.575 --> 00:03:48.404 closing, boom, sky's the limit. 00:03:48.614 --> 00:03:50.234 When all three pillars are strong growth. 00:03:51.329 --> 00:03:53.489 That's how Cody, by the way, shout out to Cody, he just 00:03:53.489 --> 00:03:54.780 flew out to join me for dinner. 00:03:54.780 --> 00:03:57.989 The other day, he's on pace for $20 million in his first year, get another 00:03:57.989 --> 00:03:59.880 company to 5 million in their third year. 00:03:59.880 --> 00:04:02.729 They're on pace for 20, got another company that was doing about 1 million 00:04:02.730 --> 00:04:04.290 on pace for four, four X growth. 00:04:04.590 --> 00:04:04.890 Why? 00:04:04.890 --> 00:04:06.690 Because they have all three pillars shrunk. 00:04:07.019 --> 00:04:10.680 And that's what has led to my all-in-one sales training, sales strategy and sales. 00:04:11.340 --> 00:04:12.870 Called the roofing sales success formula. 00:04:13.140 --> 00:04:15.210 So if you're interested in that for you or your team, there's a 00:04:15.210 --> 00:04:19.200 link in the description, uh, to the website, as well as our phone 00:04:19.200 --> 00:04:20.490 number that you can call or text. 00:04:20.519 --> 00:04:24.659 So part of this whole thing is communicating clearly and 00:04:24.659 --> 00:04:26.640 the beautiful part in roofing sales, we change what we say. 00:04:26.640 --> 00:04:30.090 We construct ourselves at 5, 10, 15, $20,000 per month 00:04:30.719 --> 00:04:32.460 bonus from communicating well. 00:04:32.790 --> 00:04:36.120 So one of the ways that we close more deals is to get the homeowner 00:04:36.180 --> 00:04:38.730 telling us that their roof is damaged. 00:04:38.760 --> 00:04:39.810 They take ownership. 00:04:40.560 --> 00:04:40.860 All right. 00:04:40.890 --> 00:04:41.790 So how do we do that? 00:04:42.630 --> 00:04:47.430 First things first, many of us are working all my friends up north. 00:04:47.820 --> 00:04:52.440 You guys are working hail that's like we beg and most homeowners like what's 00:04:52.470 --> 00:04:53.490 what storm are you talking about? 00:04:53.490 --> 00:04:54.060 My roof is fine. 00:04:55.770 --> 00:04:58.010 I remember vividly, by the way, I'm curious if this happened to 00:04:58.010 --> 00:04:59.130 you first roof I was ever on. 00:04:59.160 --> 00:05:01.380 I remember looking down, I got the classic adjuster. 00:05:01.380 --> 00:05:02.820 I wish my, my framing on my shot. 00:05:02.820 --> 00:05:04.980 I don't wanna get too far down, hands on the knees. 00:05:04.980 --> 00:05:05.190 Right. 00:05:05.190 --> 00:05:06.000 And I'm looking down. 00:05:06.630 --> 00:05:07.830 Is that hell no, that's not it. 00:05:08.400 --> 00:05:09.060 So I just put no. 00:05:09.300 --> 00:05:09.660 Oh, there's one. 00:05:10.440 --> 00:05:11.609 All right, we'll just need nine more. 00:05:11.669 --> 00:05:11.909 All right. 00:05:11.909 --> 00:05:12.539 Is that some hill? 00:05:13.200 --> 00:05:13.500 Nope. 00:05:13.560 --> 00:05:14.159 No, that's not. 00:05:14.550 --> 00:05:14.909 There we go. 00:05:14.909 --> 00:05:15.450 That's another one. 00:05:16.380 --> 00:05:18.180 And I'm sitting here with this adjuster. 00:05:19.469 --> 00:05:21.479 Why in the world, is this roof getting replaced? 00:05:21.599 --> 00:05:22.680 It seems fine. 00:05:23.159 --> 00:05:27.599 Now it took me awhile to learn why the roof gets replaced, which is a 00:05:27.599 --> 00:05:29.880 topic in a story for another time. 00:05:30.599 --> 00:05:35.430 But the reason I'm sharing this with you is I made the mistake of showing my 00:05:35.430 --> 00:05:39.419 little finger pointing at a tiny little black spot on a shingle in the homeowner's 00:05:39.419 --> 00:05:40.950 like, seriously, that's what your point? 00:05:41.159 --> 00:05:41.789 I don't understand. 00:05:42.860 --> 00:05:43.820 They don't get it. 00:05:44.150 --> 00:05:47.480 So for me to come down and say, oh, your roof is just totaled, or maybe 00:05:47.480 --> 00:05:49.190 it's a lifted shingle or crease. 00:05:49.190 --> 00:05:54.080 They don't realize the significance of that damage, the longterm 00:05:54.140 --> 00:05:59.240 effects of that damage, the compromise lifespan of that damage. 00:05:59.659 --> 00:06:03.290 So what we need to do instead is this, we need to do three things. 00:06:03.530 --> 00:06:05.630 One why? 00:06:06.620 --> 00:06:07.100 Oops. 00:06:07.280 --> 00:06:08.060 I skipped it. 00:06:08.180 --> 00:06:09.560 What storm damages? 00:06:10.365 --> 00:06:10.695 Okay. 00:06:10.815 --> 00:06:13.515 By the way, I do teach this for retail on my program as well. 00:06:13.755 --> 00:06:15.345 What storm damage is? 00:06:15.645 --> 00:06:16.815 Oops, I forgot the word damage. 00:06:16.845 --> 00:06:18.375 This is what happens when you talk and right. 00:06:18.795 --> 00:06:23.175 What storm damage is, why the insurance company covers it and I'm 00:06:23.175 --> 00:06:25.365 just gonna write Insco covers it. 00:06:25.695 --> 00:06:30.105 And then the third point is why homeowners? 00:06:30.525 --> 00:06:33.015 Just like you do something about it. 00:06:33.945 --> 00:06:34.215 Okay. 00:06:34.215 --> 00:06:34.965 Why homeowners? 00:06:34.965 --> 00:06:36.345 Just like you do something about it. 00:06:36.615 --> 00:06:37.935 This is mission critical. 00:06:39.900 --> 00:06:44.160 What storm damages, why the insurance company covers it and why homeowners 00:06:44.160 --> 00:06:45.360 just like you do something about it. 00:06:45.360 --> 00:06:46.890 This is before I show them the photos. 00:06:47.430 --> 00:06:52.170 Then now that I've explained, I say, Hey, would you like to 00:06:52.170 --> 00:06:53.370 see what your roof looks like? 00:06:53.790 --> 00:06:54.780 And they say yes. 00:06:55.080 --> 00:07:00.810 Now I have a great image queued up that tells the story, and then I can 00:07:00.810 --> 00:07:02.130 say, Hey, do you see what I'm saying? 00:07:03.060 --> 00:07:03.810 And they say, yeah. 00:07:04.080 --> 00:07:05.160 So what is it that you see? 00:07:05.610 --> 00:07:08.550 And then they start describing the damage to me. 00:07:08.820 --> 00:07:12.510 They start telling me about the problems on their roof. 00:07:12.720 --> 00:07:14.430 And do you know what happens at this point? 00:07:15.030 --> 00:07:16.620 They take full ownership. 00:07:16.770 --> 00:07:20.340 They've acknowledged that they have a problem because let me ask you this. 00:07:20.340 --> 00:07:21.600 Do you like being told what to do? 00:07:22.260 --> 00:07:24.840 No said no one ever, no one likes being told what to do. 00:07:24.930 --> 00:07:30.180 So we give the homeowner the information to come to the conclusion on their own. 00:07:31.215 --> 00:07:34.515 This is exactly what I do in my all-in-one sales training, 00:07:34.515 --> 00:07:35.775 sales strategy and sales system. 00:07:36.255 --> 00:07:39.495 You know, they say you can't, you know, you can lead a horse to water, but you 00:07:39.495 --> 00:07:41.895 can't make it drink my sales approach. 00:07:41.895 --> 00:07:46.484 And this is just one tiny little snippet of it is to guide the horse to water 00:07:46.664 --> 00:07:49.335 while getting the horse really thirsty. 00:07:49.844 --> 00:07:53.970 So when that water is right there, It can't help, but look down 00:07:53.970 --> 00:07:57.570 and go in for a lap and satiate that can quench that thirst. 00:07:58.020 --> 00:08:01.710 So by doing this, your homeowner acknowledges the problem takes 00:08:01.740 --> 00:08:02.940 ownership in the problem. 00:08:03.090 --> 00:08:06.010 And most importantly, sees your photos in the right. 00:08:07.215 --> 00:08:11.505 Now I want to close with a story to give you a perspective of this 00:08:11.505 --> 00:08:15.525 strategy, which by the way, is called framing in why it works true 00:08:15.525 --> 00:08:17.445 story, by the way, I'm in college. 00:08:17.655 --> 00:08:20.054 And I bought a bottle of 10 high whiskey. 00:08:20.174 --> 00:08:21.614 Do you know what 10 high whiskey is? 00:08:21.945 --> 00:08:22.125 Now? 00:08:22.125 --> 00:08:23.414 If you're one of my friends on the other side of. 00:08:24.045 --> 00:08:25.275 Yes, I do. 00:08:25.395 --> 00:08:27.345 I just want to say in advance, I'm sorry. 00:08:27.345 --> 00:08:31.005 You do 10 high is basically grain alcohol. 00:08:31.005 --> 00:08:33.585 It's really, it's not safe for human consumption. 00:08:33.585 --> 00:08:34.095 It's that bad. 00:08:34.095 --> 00:08:34.815 We've all drank it. 00:08:34.815 --> 00:08:35.085 Right. 00:08:35.085 --> 00:08:38.325 And it, maybe it needs to be diluted in something like a really sugary. 00:08:38.565 --> 00:08:39.585 So here's the prank. 00:08:39.825 --> 00:08:40.275 I'm in college. 00:08:40.275 --> 00:08:43.664 I'm with a friend of mine and I'm like, man, let's bring this to the party. 00:08:43.875 --> 00:08:48.735 I poured it in a Mason jar or a jug or glass jug, bring it to the party. 00:08:49.005 --> 00:08:49.995 And we had this whole story. 00:08:50.235 --> 00:08:51.405 So I walk up to these people. 00:08:51.405 --> 00:08:52.635 I say, Hey, listen. 00:08:53.430 --> 00:08:59.970 My uncle owns a small batch distillery in Kentucky, and he made just a couple of 00:08:59.970 --> 00:09:02.550 cases of this bourbon and it is amazing. 00:09:02.790 --> 00:09:03.990 He shipped it to me. 00:09:04.110 --> 00:09:06.990 This stuff is selling for like $250 a bottle. 00:09:07.020 --> 00:09:07.920 You got to try it. 00:09:08.340 --> 00:09:12.120 And then people grab the jug, the little glass jar, and they take a swig. 00:09:12.120 --> 00:09:17.070 And I watched the just pure disgust on their face, man. 00:09:17.820 --> 00:09:19.440 That is delicious. 00:09:20.400 --> 00:09:20.850 Wow. 00:09:21.705 --> 00:09:28.245 How, because we used framing, we told the story to manipulate how they 00:09:28.245 --> 00:09:31.995 would interpret the experience and, you know, who's amazing at doing. 00:09:32.790 --> 00:09:36.839 Magicians, if you want some inspiration, go watch the carbon RL effect. 00:09:36.839 --> 00:09:41.489 I love watching that show because this magician, Michael Carbonaro can 00:09:41.489 --> 00:09:46.020 control the environment and lead up to the big reveal or the trick that makes 00:09:46.020 --> 00:09:51.089 so much sense in such a wow factor because he built up to that moment. 00:09:51.329 --> 00:09:53.489 He doesn't just go in and like, say, Hey, look, I can make cards. 00:09:54.645 --> 00:09:59.234 He draws you in and controls your attention and creates the frame in 00:09:59.234 --> 00:10:03.255 which you're going to experience the big reveal of the magic trick in the 00:10:03.255 --> 00:10:05.025 same thing, went with the whiskey. 00:10:05.175 --> 00:10:08.115 I told them how to experience it and what it was all about. 00:10:08.324 --> 00:10:11.505 Now, if I said, Hey, try this, you know, take a sip of the swill and I 00:10:11.505 --> 00:10:12.645 hope you have something to chase it. 00:10:12.645 --> 00:10:12.785 Right. 00:10:14.115 --> 00:10:16.305 They're going to have that consistent experience. 00:10:16.845 --> 00:10:20.805 Now I know that's an extreme, but it's really fun way to think 00:10:20.805 --> 00:10:24.645 about the power of framing to tell people what they're about to see. 00:10:24.825 --> 00:10:28.365 This is what storm damage is, why the insurance covers it and why homeowners 00:10:28.365 --> 00:10:29.685 just like you do something about it. 00:10:29.925 --> 00:10:31.305 Educate, educate, educate. 00:10:31.305 --> 00:10:34.515 By the way I go through this in great detail in my program, then would you 00:10:34.515 --> 00:10:35.985 like to see what your roof looks like? 00:10:36.285 --> 00:10:38.265 I show them, I say, Hey, do you see what I think. 00:10:39.074 --> 00:10:40.334 Tell me what you're seeing here. 00:10:40.635 --> 00:10:43.785 They are now taking ownership of it in this helps you close 00:10:43.785 --> 00:10:46.305 more deals left and right. 00:10:46.635 --> 00:10:48.645 Stupid, simple in wicked. 00:10:48.704 --> 00:10:49.275 Powerful. 00:10:49.665 --> 00:10:52.484 If you want to learn more about my program, the roofing 00:10:52.484 --> 00:10:53.535 sales success formula. 00:10:53.714 --> 00:10:56.744 I have packages available for individual reps or for teams. 00:10:56.805 --> 00:10:57.104 All right. 00:10:57.285 --> 00:10:58.454 You can visit the website. 00:10:58.454 --> 00:11:02.805 There's a link in the description below, or you can call or text our office. 00:11:03.165 --> 00:11:03.405 Okay. 00:11:03.435 --> 00:11:04.155 This will reach our. 00:11:05.430 --> 00:11:08.610 And, um, we can answer any questions you have or potentially set up a 00:11:08.610 --> 00:11:14.820 time for private demo and you can text or call 3 0 3 2 2 2 71 33, the 00:11:14.820 --> 00:11:17.700 honor to chat with you now just cause our time here is about to wrap up. 00:11:17.730 --> 00:11:21.870 Doesn't mean that you are in my time, needs to, so if you want to learn more 00:11:21.900 --> 00:11:25.380 about closing, you should download a free copy of, I pitched like a pro roofing 00:11:25.380 --> 00:11:28.650 sales training, video library, and jumped right into that section on closing and 00:11:28.650 --> 00:11:31.560 binge to your heart's content and YouTube. 00:11:31.590 --> 00:11:32.010 Thanks. 00:11:32.520 --> 00:11:33.480 You're really going to like this one. 00:11:33.780 --> 00:11:34.170 We'll see you soon.