WEBVTT NOTE This file was generated by Descript 00:00:00.600 --> 00:00:05.070 Now a homeowner can buy a roof online, click get a quote, and click purchase 00:00:05.070 --> 00:00:07.530 without having to talk to a single soul. 00:00:07.980 --> 00:00:10.320 And if you're in roofing sales, you might be thinking, oh my 00:00:10.320 --> 00:00:12.900 gosh, is my career on the line? 00:00:12.900 --> 00:00:15.660 Is my livelihood about to get cut off at the knees? 00:00:15.900 --> 00:00:18.330 What does the future of roofing sales even look like? 00:00:18.540 --> 00:00:21.630 And if you're an owner running a company and you've got a website, you might be 00:00:21.630 --> 00:00:23.760 wondering, should I be using those tools? 00:00:23.765 --> 00:00:25.140 Is it a gimmick or is it real? 00:00:25.290 --> 00:00:26.190 Is it a threat? 00:00:26.340 --> 00:00:28.020 Or is it really gonna help me succeed? 00:00:28.724 --> 00:00:32.534 Well, I'm gonna be answering all of those questions and more, and you'll 00:00:32.534 --> 00:00:34.004 notice in this video a few things. 00:00:34.004 --> 00:00:38.085 Number one, I'm gonna speak as objectively as I possibly can, but 00:00:38.089 --> 00:00:39.105 I want to air a few things out. 00:00:39.105 --> 00:00:40.605 One, uh, I'm biased. 00:00:40.724 --> 00:00:41.144 Why? 00:00:41.144 --> 00:00:45.165 Because I love a human to human experience and my entire livelihood is 00:00:45.170 --> 00:00:49.720 providing that experience to homeowners, however, I am already working on ways 00:00:49.720 --> 00:00:53.170 to adapt with the time, so I'm not really actually concerned about this, 00:00:53.170 --> 00:00:55.540 but I just want to air out that bias that many people say, well, Adam's 00:00:55.750 --> 00:00:59.860 sharing this because he runs a sales training platform that's selling sales 00:00:59.860 --> 00:01:03.400 training to teams, and if teams don't need it, then his business is obsolete. 00:01:03.400 --> 00:01:06.220 Which in my opinion, is not gonna be the case because I am going 00:01:06.220 --> 00:01:08.650 to be adapting with those times and I'm already working on that. 00:01:08.995 --> 00:01:13.555 The second thing I wanted to, uh, get outta the way is that I'm not mentioning 00:01:13.555 --> 00:01:17.335 any particular product or company names in this video because there's a couple 00:01:17.335 --> 00:01:21.055 of big players right now, and I know that there will be even more in the future. 00:01:21.055 --> 00:01:23.935 I know people are developing them as we speak. 00:01:24.145 --> 00:01:27.055 It's not a secret that people wanna be able to sell a roof online. 00:01:27.445 --> 00:01:30.025 So now that we got the biases outta the way, let's get into the meat of 00:01:30.025 --> 00:01:31.225 this and I'm gonna break this video. 00:01:31.440 --> 00:01:32.789 Into, uh, three parts. 00:01:32.940 --> 00:01:37.170 Number one is the history of roofing sales, meaning how customers found us. 00:01:37.259 --> 00:01:41.729 Number two, where we are today, and what that means for you with 00:01:41.735 --> 00:01:43.289 your career in roofing sales. 00:01:43.350 --> 00:01:46.080 And the third thing we're gonna do is break down what I believe to be 00:01:46.080 --> 00:01:50.310 the future or projecting out numerous years is to the, what homeowners will 00:01:50.310 --> 00:01:51.750 expect when it comes to roofing sales. 00:01:51.750 --> 00:01:53.100 So let's rock and roll. 00:01:53.130 --> 00:01:53.729 All right. 00:01:53.850 --> 00:01:56.460 Um, first, where did roofing sales begin? 00:01:56.700 --> 00:01:59.850 Now there were five ways that people started, like the big ways. 00:01:59.850 --> 00:02:00.479 I know you could. 00:02:00.500 --> 00:02:04.580 Break this into a million, but I just want to go like historically in 00:02:04.580 --> 00:02:08.570 the last few generations, what the world of roofing sales look like now. 00:02:08.630 --> 00:02:12.650 In the past, the phone book was the place you needed to be listed in 00:02:12.650 --> 00:02:15.920 the phone book to be a legitimate business in a legitimate business. 00:02:15.920 --> 00:02:16.670 In the phone book. 00:02:17.105 --> 00:02:20.045 If they had an ad, a print ad in the phone book, it showed that 00:02:20.045 --> 00:02:21.755 they were even more established. 00:02:21.875 --> 00:02:24.215 So for many homeowners, you'd go to the phone book, you'd see all 00:02:24.215 --> 00:02:27.935 the companies, you'd assume all the companies with no ad were smaller 00:02:27.935 --> 00:02:29.165 companies and not well equipped. 00:02:29.285 --> 00:02:31.415 So you'd usually call the company with the bigger ad. 00:02:31.655 --> 00:02:35.915 Then as time progressed, word of mouth became even more important, 00:02:35.920 --> 00:02:39.095 especially in neighborhoods and especially in storm damage sales. 00:02:39.205 --> 00:02:42.205 Became more common because you were seeing a higher volume of 00:02:42.205 --> 00:02:43.825 roofs in a neighborhood yard. 00:02:43.825 --> 00:02:45.235 Signs were going up and people talked. 00:02:45.595 --> 00:02:50.275 Then the internet came along and the next thing we needed was a website. 00:02:50.275 --> 00:02:53.245 If you didn't have a website, your business wasn't legit. 00:02:53.395 --> 00:02:56.545 So that old phone book ad was now replaced with a website. 00:02:56.905 --> 00:03:00.475 Fast forward, Google and all the social media platforms are like, oh 00:03:00.475 --> 00:03:02.575 man, we need ratings and reviews. 00:03:02.755 --> 00:03:05.155 So the next big push was we need reviews. 00:03:05.155 --> 00:03:06.445 So you're not a legit business. 00:03:06.620 --> 00:03:10.400 Unless you have a website with reviews, preferably two things you want, which 00:03:10.400 --> 00:03:13.400 is a lot of reviews and a lot of really good reviews, and that's what would 00:03:13.400 --> 00:03:14.870 get you business and your credibility. 00:03:15.585 --> 00:03:17.715 Then where we are today. 00:03:17.715 --> 00:03:18.615 So that was the history. 00:03:18.615 --> 00:03:21.555 Start again with a phone book and an ad, word of mouth followed by, you 00:03:21.555 --> 00:03:25.365 need a website, you need reviews, and now it's gone one step further. 00:03:25.370 --> 00:03:28.365 So that was kind of the high level of the past, and I know you could 00:03:28.370 --> 00:03:33.165 layer in direct mail and s e o and pay-per-click and all that. 00:03:33.165 --> 00:03:35.445 And the evolution of social media and Facebook ads and YouTube 00:03:35.445 --> 00:03:38.115 ads, and Google, uh, excuse me, I already hit pay-per-click ads. 00:03:38.265 --> 00:03:40.665 So all that stuff I get was there, but I just wanna bring you again, 00:03:40.680 --> 00:03:41.730 Through the high level history. 00:03:41.850 --> 00:03:48.420 So today where we sit is this new era of expectation, which is the web experience. 00:03:48.570 --> 00:03:53.070 So you have smarter shoppers than ever before who are tired of the sales 00:03:53.070 --> 00:03:57.150 gimmicks and homeowners who just want their big question answered, which is, 00:03:57.975 --> 00:03:59.775 How much is this roof gonna cost me? 00:04:00.255 --> 00:04:04.815 And that's one of, if not the biggest concern that they have. 00:04:05.144 --> 00:04:10.545 So the web experience means if a homeowner can show up on a website, browse the 00:04:10.549 --> 00:04:15.575 website, learn what they need to know about that company to now say, huh. 00:04:16.479 --> 00:04:20.490 Are they a company that I want to even consider, and I'll give this, 00:04:20.490 --> 00:04:24.330 I'm for an example, I'm shopping for a sauna for my house and I was on 00:04:24.330 --> 00:04:26.280 these websites just, what was it? 00:04:26.669 --> 00:04:27.599 Just yesterday. 00:04:27.990 --> 00:04:30.060 And I'm looking to find, there are a couple of brands I was 00:04:30.060 --> 00:04:31.469 looking for for these kits. 00:04:31.830 --> 00:04:34.650 And I go on the website and one of 'em listed everything. 00:04:34.650 --> 00:04:38.190 And I'm like, they got the model number, they got pricing, all of it. 00:04:38.190 --> 00:04:40.650 And I was so excited because they just made it easy. 00:04:40.995 --> 00:04:44.565 And then the next one just says, you know, call us the next one just 00:04:44.565 --> 00:04:47.595 doesn't even list what brands they carry or what they offer, so I ignore 00:04:47.595 --> 00:04:48.855 that one despite their good reviews. 00:04:49.320 --> 00:04:52.500 And the reason I'm sharing this as an example is I'm sitting there thinking what 00:04:52.500 --> 00:04:54.630 products are available and how much is it? 00:04:54.690 --> 00:04:57.930 And then from there, now I'm looking to make that commitment. 00:04:57.930 --> 00:05:02.039 I've reached out to the, to the select spa companies that I may wanna work 00:05:02.039 --> 00:05:04.919 with, and our homeowners and roofing sales are doing the same thing with 00:05:04.919 --> 00:05:10.565 this web experience because, Most everybody has a website now, and most 00:05:10.565 --> 00:05:12.155 everybody has at least a couple reviews. 00:05:12.335 --> 00:05:16.775 They're going one step deeper to say, before I talk to anyone, I just want 00:05:16.775 --> 00:05:19.085 to get whatever information I can. 00:05:19.445 --> 00:05:23.135 In the information age that we're in, there's a higher desire and a higher 00:05:23.135 --> 00:05:25.865 need for that instant gratification where people don't want to have to 00:05:25.865 --> 00:05:29.555 book a book a an appointment and wait a week till someone comes out 00:05:29.555 --> 00:05:30.455 and go through the sales thing. 00:05:30.605 --> 00:05:32.825 They just want answers and they want 'em now, and they're gonna 00:05:32.825 --> 00:05:35.525 use this to decide who to even put. 00:05:36.005 --> 00:05:37.235 Whose hat in the running. 00:05:37.235 --> 00:05:39.725 So to speaker in the ring of who they're gonna choose from. 00:05:39.905 --> 00:05:43.595 So in today's time, that web experience is where I see these tools being very, 00:05:43.595 --> 00:05:47.285 very effective is it gives a homeowner an option to scratch that metaphorical 00:05:47.285 --> 00:05:49.295 itch and get you the business. 00:05:49.415 --> 00:05:51.245 So again, that's where we are today. 00:05:51.485 --> 00:05:54.335 Now I wanna paint our, our, our future cast here. 00:05:55.455 --> 00:05:58.425 Today's times if a homeowner sees that, and I know many people are 00:05:58.425 --> 00:06:00.315 like, well, I can't give a price. 00:06:00.495 --> 00:06:02.985 Uh, what if there's rotted decking of plywood? 00:06:02.990 --> 00:06:04.845 What if the homeowner didn't share anything? 00:06:05.115 --> 00:06:08.145 This is why it's important to have the right disclaimers to say 00:06:08.325 --> 00:06:11.415 variables beyond our control, or to give a range on your estimate. 00:06:11.605 --> 00:06:12.895 Due to variables be under control. 00:06:12.895 --> 00:06:15.835 Your typical range is X to X for a specific quote, you 00:06:15.835 --> 00:06:16.765 know, get your appointment. 00:06:17.185 --> 00:06:19.765 Uh, other companies are rolling the dice and just saying that they're going to 00:06:19.765 --> 00:06:23.905 eat those, those costs that come up as part of margin, uh, excuse me, eat into 00:06:23.905 --> 00:06:26.245 their margin and hope that it comes out in the wash, which I don't really know 00:06:26.245 --> 00:06:29.360 if that's a great idea, but, Again, that's not why we're doing this video. 00:06:29.600 --> 00:06:33.650 So this web experience is giving people what they want and is leading 00:06:33.650 --> 00:06:35.360 to, to what I view as the future. 00:06:35.480 --> 00:06:38.450 So sales reps, at this point, you don't need to panic. 00:06:38.720 --> 00:06:41.660 Will some customers buy this roof online without talking to somebody? 00:06:42.135 --> 00:06:42.885 Yes, they will. 00:06:43.095 --> 00:06:45.615 Is that gonna take a substantial amount of food outta your mouth? 00:06:45.825 --> 00:06:46.485 Not right now. 00:06:46.545 --> 00:06:47.415 I'm not worried about it. 00:06:47.745 --> 00:06:48.765 Now let's talk future. 00:06:49.185 --> 00:06:52.545 There's three, gonna be three customer segments. 00:06:52.545 --> 00:06:55.185 So I want you to think of the roofing space as this big globe. 00:06:55.305 --> 00:06:55.575 Okay? 00:06:56.025 --> 00:06:59.835 We've got new tools and tech out there that will allow for anyone 00:06:59.835 --> 00:07:03.945 to use technology to enter an address and be like, that's my 00:07:03.950 --> 00:07:05.535 house and I want a roof on this. 00:07:05.535 --> 00:07:08.595 And then my detached garage, they'll be able to pick their product. 00:07:08.775 --> 00:07:13.245 Select their financing options, fill out the loan app, and then bingo. 00:07:13.245 --> 00:07:16.065 They just bought a roof without having to talk to a single soul. 00:07:16.425 --> 00:07:17.145 It's amazing. 00:07:17.565 --> 00:07:23.745 Now, segment number one is a sliver of those people that say, I want that. 00:07:23.985 --> 00:07:25.485 They don't want to talk to somebody. 00:07:25.545 --> 00:07:28.085 And that is the experience that they're looking for. 00:07:28.865 --> 00:07:29.565 And this. 00:07:32.295 --> 00:07:34.785 This segment I do believe will grow. 00:07:35.085 --> 00:07:35.475 I do. 00:07:35.715 --> 00:07:36.195 Why? 00:07:36.195 --> 00:07:40.245 Because in the generations that are being brought up now, they are having 00:07:40.250 --> 00:07:43.635 more and more instant gratification than, than folks of my generation 00:07:43.635 --> 00:07:47.534 and older, where cell phones weren't really a thing till we were older. 00:07:47.775 --> 00:07:48.284 Right. 00:07:48.675 --> 00:07:52.995 The people who grew up with a cell phone in their hand are so used to things 00:07:52.995 --> 00:07:56.745 happening now, and the interpersonal side is kind of a thing of the past. 00:07:56.895 --> 00:07:59.625 So again, that that first segment is the people that 00:07:59.625 --> 00:08:01.815 will happily buy a roof online. 00:08:02.175 --> 00:08:05.235 Now, the next segment of people is what I'm gonna call the hybrid people. 00:08:05.235 --> 00:08:08.235 So segment one is your online shoppers and your online buyers. 00:08:08.235 --> 00:08:09.465 They don't need to see anything, anybody. 00:08:09.615 --> 00:08:10.784 They can make that decision online. 00:08:11.175 --> 00:08:13.905 Then there's segment two, which is what I'll call the hybrid model. 00:08:14.594 --> 00:08:18.164 These are the people that will use those tools online to farm 00:08:18.164 --> 00:08:20.265 out their quote to get the quote. 00:08:20.354 --> 00:08:22.875 So they're gonna just look at a few companies and say, Hey, I got 00:08:22.875 --> 00:08:24.284 a quote from one, two, and three. 00:08:24.465 --> 00:08:27.344 And I, I like, they're the, the value shoppers. 00:08:27.554 --> 00:08:29.385 When, when I say value, I don't mean price. 00:08:29.425 --> 00:08:30.745 Price shoppers are different. 00:08:30.745 --> 00:08:33.325 Value shoppers are someone who truly understands value. 00:08:33.505 --> 00:08:35.605 They wanna work with a local, reputable company. 00:08:35.755 --> 00:08:38.424 They also know that the lowest price doesn't necessarily mean what they 00:08:38.424 --> 00:08:42.445 want, so they're gonna use that to say, okay, I had this whole landscape of the 00:08:42.445 --> 00:08:43.705 internet to choose roofing companies. 00:08:43.885 --> 00:08:44.545 These f. 00:08:45.015 --> 00:08:48.555 Uh, these three look the best and they gave me a number. 00:08:48.795 --> 00:08:52.275 And now I know going into the appointment about how much it'll cost. 00:08:52.395 --> 00:08:54.165 So I'm gonna sit through that sales appointment and 00:08:54.165 --> 00:08:55.425 figure out who to work with. 00:08:55.545 --> 00:08:59.415 And then from there, that's the hybrid model, meaning your website owner 00:08:59.415 --> 00:09:03.555 manager with this tool is gonna then hand those very qualified leads to 00:09:03.584 --> 00:09:06.225 your salespeople who are now gonna run out and run the appointment. 00:09:06.480 --> 00:09:10.050 That homeowner already has some price conditioning cuz they know what to expect 00:09:10.200 --> 00:09:14.460 for how much it's gonna cost, and then the salesperson is gonna do a good job 00:09:14.460 --> 00:09:18.660 at winning the sale, knowing that you're competing now on just a few people. 00:09:18.900 --> 00:09:21.960 And that's again, segment number two, which is the hybrid chopper. 00:09:22.230 --> 00:09:25.860 My personal opinion is this is gonna be the largest segment for the next 00:09:25.860 --> 00:09:30.960 foreseeable few years because it is such a big decision to select 00:09:30.960 --> 00:09:33.000 a contractor to work on your home. 00:09:33.180 --> 00:09:34.680 There are many homeowners. 00:09:34.900 --> 00:09:38.350 Who, despite the fact they can get a quote, they want to talk with someone, 00:09:38.560 --> 00:09:40.210 they are a little apprehensive. 00:09:40.210 --> 00:09:43.420 They wanna make sure it's legit, and it's a lot of money with a 00:09:43.420 --> 00:09:45.040 lot of disruption on the home. 00:09:45.220 --> 00:09:47.470 Again, segment number one, online shoppers. 00:09:47.470 --> 00:09:49.900 Segment number two is the hybrid shoppers. 00:09:50.050 --> 00:09:51.940 This is the segment that I believe is gonna be the. 00:09:51.985 --> 00:09:54.535 Fastest growing in the sh in the, in the short term. 00:09:54.715 --> 00:09:55.045 Okay. 00:09:55.465 --> 00:09:57.025 In camp number three. 00:09:57.025 --> 00:09:59.905 The third segment is those that refuse this technology. 00:10:00.235 --> 00:10:02.065 And we see this in the roofing community. 00:10:02.065 --> 00:10:03.805 Roofers saying, I refuse to use that. 00:10:03.805 --> 00:10:05.545 I won't even offer it to my people. 00:10:05.575 --> 00:10:10.255 And then we have the homeowners who refuse to use that because what they want is 00:10:10.255 --> 00:10:14.275 to meet with someone who's going to be working on their home or their castle. 00:10:14.365 --> 00:10:21.535 And I do believe that higher net worth people in bigger homes, nicer communities. 00:10:21.730 --> 00:10:25.630 We'll often be the folks that refuse this or they're gonna land in the hybrid 00:10:25.630 --> 00:10:29.830 model, but I don't believe those folks for the lion's share the market share 00:10:29.950 --> 00:10:31.720 are gonna fall into the online system. 00:10:31.990 --> 00:10:35.560 These are people who are a bit more nervous about who's actually 00:10:35.560 --> 00:10:36.730 gonna come out to their home. 00:10:36.940 --> 00:10:41.230 They want to be able to, again, vet them, meet them, talk to someone before 00:10:41.230 --> 00:10:44.260 moving forward to make sure that that quality is there, that people are 00:10:44.260 --> 00:10:47.320 showing up and going to do a good job and take care of their property. 00:10:47.575 --> 00:10:50.365 So there you have the three segments, and I'll reiterate segment number 00:10:50.365 --> 00:10:53.335 one is the, probably the smallest sliver right now, which is the online 00:10:53.335 --> 00:10:56.245 shopper who is happy to buy a roof online without talking to anybody. 00:10:57.194 --> 00:11:01.094 This segment will grow in, in the generations that are coming up younger. 00:11:01.245 --> 00:11:04.724 The youngest generations, I believe, will end up in that segment in the future. 00:11:05.025 --> 00:11:08.655 Segment number two, I believe, to be the fastest growing segment right now, 00:11:08.775 --> 00:11:12.135 which is the hybrids, the people that will get a quote online and still want 00:11:12.140 --> 00:11:15.615 to talk with somebody to finalize it, ask questions, and vet the company. 00:11:15.675 --> 00:11:18.464 And then segment number three is the refusal segment. 00:11:18.464 --> 00:11:21.944 I refuse to adopt that technology and that my, my belief will 00:11:21.944 --> 00:11:23.655 be the, the, the shrinking. 00:11:24.015 --> 00:11:27.525 Category of people that will then be replaced in lion's share in the 00:11:27.525 --> 00:11:31.455 hybrid model, and then in the smaller segment going into the, I refused it 00:11:31.635 --> 00:11:33.165 to then, okay, I'll buy a roof online. 00:11:33.165 --> 00:11:35.055 But I think that amount will be really small. 00:11:35.175 --> 00:11:37.695 I think the first transition is gonna be the people that refuse it, that 00:11:37.695 --> 00:11:40.485 then go into the hybrid model saying, okay, I'll get a quote, but at least 00:11:40.485 --> 00:11:42.225 I can still talk to somebody first. 00:11:42.435 --> 00:11:46.125 So in summary, what does this mean to you as a roofing salesperson? 00:11:46.455 --> 00:11:51.045 It means that homeowners desire transparency in rapid information, 00:11:51.045 --> 00:11:53.975 so, They want to get their questions answered quickly. 00:11:54.215 --> 00:11:58.235 In your competitive edge as a salesperson or an owner using one of these tools is to 00:11:58.235 --> 00:12:00.905 give people that information more quickly. 00:12:01.325 --> 00:12:04.625 Now, in the future, we have those three segments that we'll adjust, 00:12:04.655 --> 00:12:07.955 and I do believe that in time, that refusal segment entirely. 00:12:08.170 --> 00:12:11.860 We'll be pretty much squashed and it will be replaced by the two segments 00:12:11.860 --> 00:12:14.740 of the people who are willing to buy a roof online without talking to anybody. 00:12:14.980 --> 00:12:17.380 And in my opinion, probably the bigger segment of those 00:12:17.385 --> 00:12:18.580 that want the hybrid model. 00:12:18.880 --> 00:12:24.070 So there's my views and opinions on the threat of these tools, but truly the 00:12:24.070 --> 00:12:28.780 threat to us comes at a great service to many, many homeowners, and our 00:12:28.780 --> 00:12:31.240 opportunity is to adapt with the times. 00:12:31.694 --> 00:12:33.765 Keep a pulse on this hybrid model. 00:12:33.854 --> 00:12:38.594 So our sales process in the home and online reflects everything. 00:12:38.594 --> 00:12:41.714 We need it to reflect in order to win that business and take what 00:12:41.714 --> 00:12:45.194 we were doing in person and build it into a digital experience. 00:12:45.344 --> 00:12:48.584 Now, I'd love to hear from you, what do you think about these tools? 00:12:48.824 --> 00:12:51.525 Are they a friend of the industry or a foe to the industry? 00:12:51.734 --> 00:12:54.854 Will you adopt them in your business or will you leave them behind? 00:12:55.320 --> 00:12:56.850 Have you sold a roof online yet? 00:12:56.940 --> 00:12:57.930 So I'd love to hear from you. 00:12:58.290 --> 00:13:01.140 I'd love to hear your thoughts about this topic in the comment section below. 00:13:01.290 --> 00:13:05.220 It'll help spark a rich discussion for all of us to learn and adapt. 00:13:05.250 --> 00:13:07.800 And again, thank you so much for joining me in this video. 00:13:07.805 --> 00:13:11.550 I hope it helps you get clear about kinda the future of our industry. 00:13:11.580 --> 00:13:13.500 And again, share your comments about this. 00:13:13.590 --> 00:13:14.910 Sell a roof online stuff. 00:13:15.240 --> 00:13:19.740 It's, uh, a very rich topic and I believe probably the most significant. 00:13:19.939 --> 00:13:23.689 Changes that we're seeing in the roofing industry to date now, that's 00:13:23.689 --> 00:13:26.360 all for this video and just cuz our time here is about to wrap up, doesn't 00:13:26.360 --> 00:13:27.380 mean you're in my time, has to. 00:13:27.620 --> 00:13:30.199 So if you haven't done it yet, hop right here into my Freetraining 00:13:30.199 --> 00:13:32.959 center or if you wanna hang with me, jump right into this video. 00:13:33.020 --> 00:13:33.890 I think you're gonna dig it. 00:13:34.069 --> 00:13:34.550 We'll see you soon.