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This file was generated by Descript 

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The biggest closing myth of all
times is that closing happens

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at the end of an appointment you
present, and then you close, right?

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So naturally the easiest way to close
more deals is to focus on the end.

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Right?

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False.

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In my opinion, this is the greatest
myth of sales in general, and especially

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in roofing sales, because it is my
belief that 90% of the sale is one or.

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In the first 10 minutes of your
appointment with that customer,

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whether it's an inbound lead for
storm or retail, or whether it's a

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self generated lead and your knocking
doors, those first 10 minutes of a

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sale will make or break your close rate
far more than what you do at the end.

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And if you don't believe me,
then stick around, cuz I'm

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gonna prove it to you right now.

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Hey, my name's Adam, the roof strategist,
and, uh, welcome or welcome back.

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I'm really excited to have you here.

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Everything that I do here on this YouTube
channel is designed to help you and your

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team smash your income goal and give
every customer an amazing experience.

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And I've had the opportunity to
help thousands and thousands and

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thousands of sales reps overcome the
same sales challenges that you're

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likely going through right now.

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So if you are new here, click the
subscribe button and smash that bell.

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So you don't miss a thing and
I'd like to invite you to join.

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With a little bit of a freebie.

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I have what I call my pitch like a
pro roofing sales training V library.

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It's all videos have ever
done organized by category.

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And I'd like to send you a free copy.

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You can get yours now at the roof,
strategist.com or by clicking the

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link in the video description.

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All right, let's get to this closing myth.

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So I just made a pretty big claim.

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The 90% of the sale is winner
lost in the first 10 minutes.

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And I told you I was
gonna prove it to you.

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So here it is.

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Andrew is a salesperson.

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He's actually the owner of a company.

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Andrew has 20 years sales
experience, two decades, and he

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bought my program to train his team.

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But Andrew has gone through it two
to three times, and he's a member of

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my pitch pro movement, where I work
together alongside other mentors to

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provide ongoing coaching support and
an amazing community for us to grow

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and perform at our highest level.

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And in our call the other
day, Andrew chimed in to share

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a victory, which we often.

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And Andrew says to everybody, I just
got my first 100% close rate week.

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I brought in $200,000 in
residential retail sales in a week.

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Can you believe that now I
know what you're thinking.

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I do.

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You're saying a hundred
percent crazy unrealistic.

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It's a lie.

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It's a gimmick and it's unsustainable.

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And I'm gonna tell you this.

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It is true.

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And I agree that it is a
hundred percent unsustainable.

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So now that we have that outta
the way, no, one's gonna keep

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a hundred percent close rate.

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But the important thing is it's
possible, which leads to the

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natural next question, which.

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How, why, what did he change?

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So I said, Andrew, share
with us, what did you change?

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How did you get a hundred
percent close rate?

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You have two decades of sales experience.

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So Andrew's using the car park
formula that I teach in my program.

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There's a link in the video
description, by the way, should you

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be interested for yourself or your
team and Andrew focused on everything

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leading up to the presentation?

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So in my mind, we have the
first half, which is everything

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leading up to the presentation.

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The second half is the presentation.

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And then again, at the end of
that presentation, we have our.

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Now I ask Andrew what he changed
and he says, here's the funny thing.

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I didn't change a thing
in my presentation.

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I changed everything leading up to the
presentation and Matt, my friend is

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how Andrew got a hundred percent close
rate that week, which is why I believe.

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90% of the sale is won or
lost at the very beginning.

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Now I have one more story for you
and if you don't believe me, this

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story should push you over the edge.

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Now I was hired and I'm under
an NDA, so I'm gonna be changing

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the names of the company.

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But I worked with this law firm.

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Yes.

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A law firm.

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And I know I, wasn't a
big fan of lawyers myself.

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But when I took a little break
from the roofing industry, I stayed

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as a direct sales consultant.

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I get hired by this law firm and my
job as a personal injury law firm

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was to help them increase their
close rate of cases on the phone.

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People would call up who needed their
services and I'd say, Hey, I can help you.

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Close more deals.

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So it's pretty high stakes.

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The phone rings, it costs a lot of money.

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I'm talking three to $800
to make that phone ring.

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Every single lead is tracked.

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So I begin listening to all of the
recorded calls and I kept noticing, by

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the way, their close rate was about 76%.

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Really good, but we know
we could make it better.

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So we're at 76% and I'm listening to these
calls and at the very end of the call, I.

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customer says, or the, the potential
new client as they call it in legal

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world, he says, Hey, I'm interested,
but what is this gonna cost me?

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Now I'm sitting here
thinking, listening to this.

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I'm like, doesn't everybody know,
like it's a personal injury lawyer.

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There's no fees unless you, unless
you win, like it's a contingency

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lawyer, but people don't know that.

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And some people who've
never heard it before.

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They're afraid if you can't afford
a lawyer and you're calling one,

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that's a big bill to get stuck with.

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So I'm sitting here thinking, I say,
everyone's asking at the end of the

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appointment, they're asking at the
end, this means that if that question's

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in their mind, their ears are closed.

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So it's just like when you were back in
school in math class, like I wasn't, or

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maybe it was science or history and you
got stuck, like hand goes up, teacher.

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I I'm stuck right there.

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And then your ears close and nothing else
sinks, cuz you're stuck on this point.

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And I realize this exactly.

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What was happening to our callers.

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So all I did was change one thing,
that big objection that happens at the

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end, we slid right in the beginning
and I opened with, Hey, I just want

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you to know this is a hundred percent
free consultation and there are no

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fees unless we take your case and win.

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Does that all make sense?

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And they said yes, in that one
change with just a couple other

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tiny tweaks, rocketed us up to a 90
to 100% close rate week over week.

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90 to 100%.

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And that deal, my friend
was one at the beginning.

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So how does this apply to you?

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Let's get to it.

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The number one problem in the
roofing industry is that we

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have a one track presentation.

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Okay.

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So this is a one track Prezi
I'm writing Prezi for short.

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This stands for presentation, one
track presentation, meaning we sell

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roof here's roof solution for you.

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Now I want to ask you.

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does one size fits all.

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What about a storm claim?

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There's four stages, right?

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No claim partial payment,
denial check in hand.

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And within those there's no claim.

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What damage are you talking about, right?

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Or, oh, thank God.

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You're here.

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Or partial payment.

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Denial.

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There's similarities, right?

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No, our insurance was
outward good or I'm so angry.

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Mine carrier denied my roof for was only
paying for repairs or they're sitting

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on a check saying, gimme an estimate.

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And in the retail side of
things, there's four reasons.

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People replace the roof it's age.

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And if it's lifespan a leak or an
active problem, cosmetic upgrade, they

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got a, a new garage or an addition.

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They wanna tie it all in, or they're
doing a remodel on the home, or

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they're planning ahead for a life
event, meaning, Hey, we gotta replace

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our roof in five to seven years.

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So we're just wanting estimate so
we can budget financially little.

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Do you know the price of roofing is
gonna double on the next five years

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at today's rates, but that's just
conversation for a separate time.

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So my point is we've got
storm, we've got retail.

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We know that most every contractor out.

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Needs to be able to sell both
and handle what comes in.

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And we know that there's
different scenarios.

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So will will a one track
presentation speak to that customer.

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No, it won't.

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So at the very beginning of the
presentation, we need to assess or

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discover by either selling like a doctor.

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That's one way to think of it, you
know, diagnose, prescribe, and then

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give the solution and, or selling like
a detective by asking questions, to

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identify where they are in the process.

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So by assessing our customers'
needs, we can clearly understand

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the problem that they.

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The cause of that problem, the impact
or consequences of that problem

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to then showcase our solution.

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Because if we all just agreed that
there's four different scenarios,

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technically seven, if you count the
different mindsets on storm in four

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for retail, is it the same problem?

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No.

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And what do people.

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Buy, they buy solutions
to problems they have.

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So by spending more time in the beginning,
we're able to assess or identify exactly

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what's going on with the customer.

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So you can say we do all these
amazing things for you, but all

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you need to do is pick and grab the
key parts of your presentation that

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say you're dealing with this, Mr.

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Mr homeowner, this is all that matters.

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Piece 1, 2, 5, and seven boom.

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Plug in.

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Boom.

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Good to go.

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Now all you're doing is selling
to what they need to hear.

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It is amazing what happens.

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So the way that you can increase your
close rate the most is by properly

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assessing where that customer's at.

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So you can custom tailor
your presentation.

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To fit their needs to fit their
needs, to solve their problem and

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make it feel like a totally customized
solution made just for them.

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Now, I teach you this entire system
inside the roofing sales success formula.

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There's a link in the
video description below.

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Happy to do a demo for you.

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And if you have any questions
you can call or text our team

00:08:48.135 --> 00:08:52.454
here at 3 0 3, 2 2, 2 71 33.

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Now the next thing that I wanna focus on.

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Is after the assessment, we need
to do the most important part,

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which is getting that homeowner to
take ownership of their problem.

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We don't wanna tell them
you've got a problem.

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We need them to own their problem.

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Once we assess the situation and know
what's going on, we need to dive really

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deep again, by either selling like
a doctor or assessing a situation to

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really connect with the impact that
that problem's gonna have on the home.

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Before we then present.

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And the last thing that I'm gonna
share with you is this, there are

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three dominoes that we must knock down
in order in order to get the sale.

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Those go in this order, which
is first, we must develop an

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unshakable trust with the homeowner.

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This is rapport, and again,
connecting on human level, but trust

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doesn't win business all the time.

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The next one is need, this person
needs to need a new roof and

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need your services to do it.

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So this is where that
homeowner is going to.

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CRE, excuse me, uh, connect with this
desire to say, I need a new roof because

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I just saw the, the condition of my roof.

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So again, if you didn't watch it,
watch this video up here, it says

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never, ever, ever tell a homeowner.

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The roof is damaged, works
for storm and retail.

00:10:00.240 --> 00:10:02.190
Click this card, watch that video.

00:10:02.190 --> 00:10:04.350
It's gonna go really deep into
how to get the homeowner, taking

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ownership of their problem and
describing the roof damage to you.

00:10:07.140 --> 00:10:08.610
So we can maintain this trust.

00:10:08.880 --> 00:10:09.930
Then we have the money.

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And I'll tell you in my presentation,
I'm gonna overcome the deductible or

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price objection before we even present.

00:10:16.120 --> 00:10:19.750
So we've knocked down the three dominoes
that we must knock down in order, in

00:10:19.750 --> 00:10:25.449
order to get to this, to get to this
sale right away before we even present.

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Do you see now how 90% of the sale is
one or lost in the first 10 minutes?

00:10:32.050 --> 00:10:33.250
Closing is a good thing.

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We need to do it, but the real closer.

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Are great openers because you
can assess what's going on.

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Get that homeowner to own the
problem that they're having.

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And then again, overcome that money
issue before you even present.

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And by doing this, you can lift your
clothes rate substantially your key

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takeaway, my friend, ask more questions.

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Where are you in the process?

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Why am I out here today?

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How many estimates have you.

00:11:01.005 --> 00:11:06.675
then we can dive deeper into their exact
problem to provide the perfect solution.

00:11:06.795 --> 00:11:10.365
And remember to watch that video, you need
them to take ownership of that problem.

00:11:10.814 --> 00:11:12.435
So thanks for joining me in today's video.

00:11:12.525 --> 00:11:14.625
And if you like this video and
you want more, then hop into

00:11:14.625 --> 00:11:17.204
this playlist, I'm closing and
let's close some deals together.

00:11:17.235 --> 00:11:19.515
And if you haven't done a click right
here to get a free copy, my pitch like a

00:11:19.515 --> 00:11:22.724
pro roofing sales training video library,
and it'll see very soon on the next one.