WEBVTT NOTE This file was generated by Descript 00:00:00.150 --> 00:00:01.260 I don't wanna sign anything. 00:00:01.260 --> 00:00:04.410 I wanna wait and see what the insurance company says first. 00:00:04.860 --> 00:00:06.150 Have you heard this objection? 00:00:06.420 --> 00:00:08.670 Because I can't believe I haven't covered this one yet, and it came 00:00:08.670 --> 00:00:11.790 in due to a YouTube comment saying, Adam, can you help me out here? 00:00:12.360 --> 00:00:14.670 When I have the objection, I wanna wait and see what my 00:00:14.670 --> 00:00:15.780 insurance company says first. 00:00:15.780 --> 00:00:18.720 How do I overcome that to get the deal on the spot? 00:00:19.050 --> 00:00:21.570 Well, that's exactly what I'm gonna cover in this video. 00:00:21.810 --> 00:00:25.020 First, we're gonna break down why it's happening and then I'm gonna teach you the 00:00:25.020 --> 00:00:27.180 path forward so it doesn't happen to you. 00:00:27.420 --> 00:00:30.780 If you like this video and you want more, you want to arm your 00:00:30.780 --> 00:00:32.340 team with this information. 00:00:32.580 --> 00:00:35.280 So they can learn how to overcome these objections effectively 00:00:35.280 --> 00:00:36.120 right there on the spot. 00:00:36.269 --> 00:00:38.160 But most importantly, how to keep them from coming up 00:00:38.160 --> 00:00:39.390 by presenting the right way. 00:00:39.540 --> 00:00:42.300 Specifically how to transition to that contingency agreement, 00:00:42.420 --> 00:00:45.540 the three key points they need to hit in that contingency agreement 00:00:45.690 --> 00:00:47.010 and how to drive the values. 00:00:47.010 --> 00:00:49.735 So the homeowner says, actually, That's really beneficial to me. 00:00:49.915 --> 00:00:54.879 So if you'd like that for you or the team, text the word demo to 3 0 00:00:54.879 --> 00:01:00.235 3 2 2 2 71 33 and we will show you exactly how we can help turn your 00:01:00.235 --> 00:01:04.435 team into confident closers in 30 days or less, or we buy it back from you. 00:01:04.440 --> 00:01:08.215 That's 3 0 3 2 2 2 71 33. 00:01:08.545 --> 00:01:10.225 And before we get to it, welcome or welcome back. 00:01:10.225 --> 00:01:11.845 My name's Adam Benjamin, the roof strategist. 00:01:11.845 --> 00:01:14.574 I'm guessing you've tuned in, and if not, I'm excited to have you here. 00:01:14.935 --> 00:01:16.975 Everything that I do on my channel and on the program, I. 00:01:17.790 --> 00:01:20.940 Is designed to help you and your team smash your income goal and give 00:01:20.940 --> 00:01:23.550 every customer an amazing experience. 00:01:23.790 --> 00:01:26.880 So without further ado, let's jump right into tackling this objection. 00:01:27.420 --> 00:01:31.050 First things first, this objection comes up generally 00:01:31.080 --> 00:01:33.030 due to poor communication early. 00:01:33.630 --> 00:01:34.020 On. 00:01:34.410 --> 00:01:35.760 I don't mean to insult anybody. 00:01:35.760 --> 00:01:36.840 I've made these mistakes. 00:01:36.840 --> 00:01:37.800 I've gone down this road. 00:01:37.800 --> 00:01:38.880 I've tried the handshake deal. 00:01:39.030 --> 00:01:40.830 In fact, I've done the whole handshake deal. 00:01:40.950 --> 00:01:42.690 Can't get a contingency agreement signed. 00:01:42.780 --> 00:01:44.490 So then I start resisting signing it. 00:01:44.640 --> 00:01:48.690 I shift shift to the handshake deal, and I had a guy who gave me his word that 00:01:48.690 --> 00:01:50.280 we'd worked together, wouldn't sign it. 00:01:50.520 --> 00:01:52.710 I get to his house for the adjuster appointment. 00:01:52.890 --> 00:01:55.500 The adjuster's not one, two hours. 00:01:56.355 --> 00:01:57.345 It's 95 degrees out. 00:01:57.345 --> 00:01:59.835 I'm roasting my butt off in my truck in Wisconsin. 00:01:59.835 --> 00:02:04.965 Summer he gets here, he lumbers out of his truck so large he couldn't use the ladder. 00:02:05.175 --> 00:02:07.845 So he hands me his camera, he hands me his chalk. 00:02:08.085 --> 00:02:10.995 I grab them and I look at him like I just won the lottery. 00:02:10.995 --> 00:02:13.545 Cause I, it was the first time I'd ever been in charge of this. 00:02:13.575 --> 00:02:15.105 And I was like, it's happening. 00:02:15.555 --> 00:02:16.065 Wow. 00:02:16.095 --> 00:02:18.825 Hop up on the roof, document that damage, truck everything 00:02:18.825 --> 00:02:19.965 up, come down, hand it to him. 00:02:19.995 --> 00:02:22.315 He opens him up cycles through those pictures and. 00:02:22.560 --> 00:02:22.950 We got it. 00:02:22.950 --> 00:02:23.880 I'll be paying for the roof. 00:02:24.090 --> 00:02:27.900 So with joy and excitement, I run right up to that door, that homeowner 00:02:28.079 --> 00:02:31.170 wrap my knuckles on it, and he answers and I go to share the news 00:02:31.170 --> 00:02:32.730 and I say, I have great news for you. 00:02:32.910 --> 00:02:35.940 We just got your roof approved and the adjuster's writing up the scope. 00:02:35.940 --> 00:02:38.340 As soon as we get it, we can move on to picking colors and 00:02:38.430 --> 00:02:40.140 having the fun get started. 00:02:40.230 --> 00:02:41.970 And I was so joyous. 00:02:42.120 --> 00:02:44.430 And then he looks at me stone-faced after that handshake deal. 00:02:44.430 --> 00:02:44.970 He goes, great. 00:02:44.970 --> 00:02:45.840 No, gimme your estimate. 00:02:45.960 --> 00:02:47.850 And he slammed the door right in my face. 00:02:48.210 --> 00:02:51.570 And in that moment I learned that I never provided the value and I. 00:02:52.470 --> 00:02:55.589 Solve the problem of why he didn't sign the contingency agreement 00:02:55.589 --> 00:02:58.529 in the first place, and it came back to bite me in the Heiner. 00:02:58.679 --> 00:03:03.480 I wasted hours and hours of time to hand him a whole bunch of money that ended up 00:03:03.480 --> 00:03:06.899 going in another contractor's pocket who is willing to do it for pretty darn cheap. 00:03:07.290 --> 00:03:11.609 So what I wanna break down to you is why this is happening and 00:03:11.640 --> 00:03:14.279 then how you can prevent this from happening moving forward. 00:03:14.640 --> 00:03:15.839 First, let's hit why. 00:03:15.959 --> 00:03:17.910 Hey, we wanna wait and see what our insurance company says. 00:03:18.239 --> 00:03:21.420 We need to come to terms with the fact that when the homeowner tells us an 00:03:21.420 --> 00:03:27.600 object, Or states an objection, it does not mean what they say, meaning the 00:03:27.600 --> 00:03:29.520 words can't be taken at face value. 00:03:29.700 --> 00:03:30.930 You have to look deeper. 00:03:31.110 --> 00:03:34.710 So if we think about it, the home, the homeowner likely trusts us enough 00:03:34.740 --> 00:03:37.470 because we've identified some damage and helped them become aware of a problem 00:03:37.470 --> 00:03:39.180 that they generally were not aware of. 00:03:39.360 --> 00:03:43.050 So therefore, there's a level of trust I trust in what I've seen. 00:03:43.350 --> 00:03:45.120 But the missing link is the. 00:03:45.960 --> 00:03:47.730 Meaning they don't need you anymore. 00:03:47.760 --> 00:03:49.530 You came in, you're like, Hey, you got damage. 00:03:49.530 --> 00:03:50.070 It'll be covered. 00:03:50.070 --> 00:03:50.730 They're like, okay, cool. 00:03:50.730 --> 00:03:52.109 Thanks for, thanks for the help. 00:03:52.140 --> 00:03:56.400 And the homeowner, when we put ourselves in their shoes and begin to think 00:03:56.400 --> 00:03:57.600 like them is what they're thinking. 00:03:58.079 --> 00:04:01.200 This guy, Adam, came out, who's a roofer, showed me that my roofs damage. 00:04:01.204 --> 00:04:02.100 I kind of trust him. 00:04:02.100 --> 00:04:03.870 He told me it'd be covered by the insurance. 00:04:04.140 --> 00:04:06.660 So what I'm gonna do is file a claim. 00:04:06.660 --> 00:04:11.040 I'm gonna get my insurance company out and see, and then if it gets covered, I'm 00:04:11.040 --> 00:04:14.565 gonna shop around and see, Hey, you know, Someone might be able to do this cheaper. 00:04:14.565 --> 00:04:15.375 I could save some money. 00:04:15.375 --> 00:04:17.774 I wanna make sure I'm getting a fair price, fair value, not overpaying. 00:04:17.985 --> 00:04:19.605 I don't even know if I have to pay my deductible. 00:04:20.204 --> 00:04:23.175 And would you agree that that is the exact dialogue that's running 00:04:23.175 --> 00:04:25.125 through your customer's mind? 00:04:25.695 --> 00:04:26.655 That is exactly it. 00:04:26.655 --> 00:04:27.585 I don't need you anymore. 00:04:27.585 --> 00:04:28.425 You showed me something. 00:04:28.425 --> 00:04:29.085 I'm gonna call it in. 00:04:29.085 --> 00:04:29.775 I'm gonna see what happens. 00:04:29.775 --> 00:04:30.675 I'm gonna try to get it cheaper. 00:04:31.125 --> 00:04:35.625 What we need to do when we present is tackle all of that early and 00:04:35.625 --> 00:04:40.515 powerfully and often, so the homeowner sees the need to use us, that we 00:04:40.515 --> 00:04:43.245 become an integral part of their team. 00:04:43.525 --> 00:04:48.745 Through the process of working with, not against, with the insurance carrier 00:04:48.895 --> 00:04:53.455 to get the damage documented, covered appropriately and facilitate the install. 00:04:53.995 --> 00:04:56.515 And we do that throughout the presentation, which 00:04:56.515 --> 00:04:57.895 I teach the entire thing. 00:04:57.895 --> 00:05:00.715 By the way, in my training center, there's a link in the description to 00:05:00.715 --> 00:05:04.255 the Roofing Sales Success formula, both for owners or for individual reps. 00:05:04.525 --> 00:05:06.865 Uh, if you're an owner with a team, there's a whole lot more in there 00:05:06.865 --> 00:05:08.185 for you, including individual login. 00:05:08.185 --> 00:05:10.235 So again, text demo to three Oh. 00:05:10.710 --> 00:05:14.760 2 2 2 71 33 Or check the link in the description demo. 00:05:14.940 --> 00:05:17.520 3 0 3 2 2 2 71 33. 00:05:17.880 --> 00:05:19.770 So let's get into the root cause. 00:05:19.950 --> 00:05:21.240 Why does this come up? 00:05:21.420 --> 00:05:22.500 This comes up. 00:05:22.800 --> 00:05:24.840 I wanna wait and see what the insurance company says because they 00:05:24.840 --> 00:05:26.310 don't see a need for your service. 00:05:26.370 --> 00:05:27.810 It is truly that simple. 00:05:27.870 --> 00:05:28.980 So what is the cure? 00:05:28.980 --> 00:05:30.380 How do we keep this from coming up? 00:05:30.510 --> 00:05:34.830 We present our value in how we work with the homeowner in a way. 00:05:35.745 --> 00:05:41.505 Need us where we become true, valuable partners to the homeowner in in case in. 00:05:41.505 --> 00:05:44.145 In fact, when we do this the right way, the homeowner kind of changes their mind 00:05:44.145 --> 00:05:47.955 about this whole contingency agreement that was a lunch hiccup, my apologies. 00:05:48.135 --> 00:05:49.305 And they say, you know what? 00:05:49.545 --> 00:05:53.295 Uh, actually I see how this could really help me. 00:05:53.315 --> 00:05:54.465 Yeah, yeah. 00:05:54.465 --> 00:05:55.065 Let's do this. 00:05:55.065 --> 00:05:55.995 Let's do this together. 00:05:56.175 --> 00:05:59.625 And it changes from a me to a we, and I love that transformation. 00:05:59.865 --> 00:06:00.555 So how do we do it? 00:06:00.735 --> 00:06:02.205 Now I'm gonna give you the long version. 00:06:02.205 --> 00:06:04.755 I'm gonna touch on a lot of key points, and I have to. 00:06:05.414 --> 00:06:08.474 Out this one disclaimer, I've had people tell me whether it's 00:06:08.474 --> 00:06:09.734 in-person trainings or on video. 00:06:09.734 --> 00:06:12.330 They're like, Adam, It's way too long-winded. 00:06:12.510 --> 00:06:16.020 And I look back and I say, I know man, I'm doing this by design. 00:06:16.260 --> 00:06:20.880 And the reason is simple, if I teach you this much, you're gonna retain this much. 00:06:20.885 --> 00:06:22.830 And by the time you go to use it, you're gonna use this much. 00:06:23.099 --> 00:06:25.409 So if I teach you this much, which is what you need, you're gonna 00:06:25.409 --> 00:06:26.880 retain this much and use this much. 00:06:27.390 --> 00:06:29.549 Uh, and by the way, if you're tuning in the podcast, you're seeing a much 00:06:29.640 --> 00:06:32.219 a shrinking window, . That's what you're seeing, a shrinking window. 00:06:32.640 --> 00:06:35.940 So I want to give you this wide breadth of knowledge in this video 00:06:36.179 --> 00:06:37.799 of all these different angles of. 00:06:38.599 --> 00:06:41.719 So you can pick and choose, Hey, you know, I really like this piece he used, 00:06:41.870 --> 00:06:44.870 or My homeowner really needs to hear this, but not that, and you can assemble it. 00:06:44.900 --> 00:06:45.620 Is that fair? 00:06:45.770 --> 00:06:47.419 Okay, so here's the key points. 00:06:47.450 --> 00:06:50.450 Number one, we need to create the need for your services. 00:06:50.790 --> 00:06:53.910 I'm gonna talk about that in a minute, but I want to plant the seed so you 00:06:53.910 --> 00:06:56.880 can see what's coming in the little mock presentation I'm gonna do. 00:06:57.300 --> 00:07:01.350 Number two, we need to showcase the value, meaning tying our services 00:07:01.350 --> 00:07:05.820 to a dollar amount so they think and feel that there's true value. 00:07:05.820 --> 00:07:08.430 Because there is, we don't work for free, okay? 00:07:08.460 --> 00:07:10.800 So we have to present this whole thing to say, Hey, we're serving you. 00:07:10.800 --> 00:07:11.610 We don't bill for it. 00:07:11.940 --> 00:07:15.540 The third thing we need to do is disarm the homeowner to basically say, you just 00:07:15.540 --> 00:07:17.040 need to choose someone, even if it's not. 00:07:17.540 --> 00:07:19.100 To drive the need for the decision. 00:07:19.400 --> 00:07:21.740 If you're in the house and they like you, they trust you. 00:07:21.740 --> 00:07:23.720 You've created a strong enough need, you're gonna win the 00:07:23.720 --> 00:07:25.100 business as the solution. 00:07:25.100 --> 00:07:26.330 So those are the three key points. 00:07:26.330 --> 00:07:26.600 Okay. 00:07:26.810 --> 00:07:29.540 Create the need, sell the value, and disarm them. 00:07:29.570 --> 00:07:31.700 So they say, Hey, you're my guy or my gal. 00:07:32.055 --> 00:07:33.135 All right, here's how we do it. 00:07:33.435 --> 00:07:33.795 Mr. 00:07:33.795 --> 00:07:34.335 Homeowner. 00:07:34.515 --> 00:07:37.935 Listen, I understand that you may want to keep me at arm's length. 00:07:37.935 --> 00:07:40.995 You don't know me that well, and you say, Hey, if this thing's true, and it's 00:07:40.995 --> 00:07:44.205 as easy as it sounds, I'm just gonna get the insurance company to come on 00:07:44.205 --> 00:07:47.955 out, and then I'm gonna see what they say and then likely I'll take a look at 00:07:47.955 --> 00:07:50.955 their number and shop around and see, can I get someone to do it cheaper? 00:07:50.955 --> 00:07:51.825 Can I save some money? 00:07:51.825 --> 00:07:52.605 It maybe even pockets. 00:07:53.205 --> 00:07:56.085 And by the way, you'll notice I told the homeowner what they're thinking. 00:07:56.114 --> 00:07:57.135 That's what they're thinking. 00:07:57.405 --> 00:07:59.474 There's no harm in that, cuz if you're wrong, they'll just correct you. 00:07:59.505 --> 00:07:59.924 It's great. 00:07:59.955 --> 00:08:01.994 It's called elicitation, by the way, that technique. 00:08:02.354 --> 00:08:07.215 All right, so now that I've kind of laid that groundwork to now I can overcome the 00:08:07.219 --> 00:08:08.864 objection and I'm gonna start with this. 00:08:09.255 --> 00:08:09.615 Now, Mr. 00:08:09.615 --> 00:08:13.935 Homeowner, I respect you playing your cards closed, but I do wanna 00:08:13.935 --> 00:08:15.075 serve you the best way I can. 00:08:15.224 --> 00:08:18.825 So I wanna remove myself, remove myself for a sec a second, okay? 00:08:19.065 --> 00:08:22.305 Whether it's me or someone else, I highly, highly, highly, highly 00:08:22.484 --> 00:08:26.085 recommend that you have an insurance restoration contractor who specializes 00:08:26.085 --> 00:08:29.594 in these type of roof replacements or repairs to be here with the adjuster. 00:08:29.805 --> 00:08:30.734 There's a few simple facts. 00:08:30.734 --> 00:08:33.105 Number one, four eyes are a lot better than two. 00:08:34.034 --> 00:08:37.994 . In fact, about 97% of the roofs that we replace under a storm damage 00:08:37.994 --> 00:08:40.954 claim, whether it be hail, wind, or hurricane, we end up documenting 00:08:40.959 --> 00:08:43.395 items that the insurance carrier missed on the first assessment. 00:08:43.635 --> 00:08:45.854 Now, this may not mean that the insurance company was trying to 00:08:45.854 --> 00:08:47.444 stiff you or shortchange you. 00:08:47.625 --> 00:08:50.984 It just means that they're out here once, and they're not necessarily roofing 00:08:50.984 --> 00:08:52.574 contractors, they're insurance adjusters. 00:08:52.579 --> 00:08:56.444 But our position here is an insurance restoration specialist 00:08:56.685 --> 00:09:01.005 or a storm damage specialist means that we have expertise not only. 00:09:01.410 --> 00:09:06.300 In the roofing side becoming incredibly adept roofers with fantastic 00:09:06.300 --> 00:09:11.760 crews, but we understand the subtle nuances of dealing with roof damage 00:09:11.760 --> 00:09:13.170 caused by hail, wind, or hurricane. 00:09:13.349 --> 00:09:16.530 So this damage can be documented appropriately. 00:09:16.740 --> 00:09:20.520 Factoring in the manufacturer's recommended installation or required 00:09:20.520 --> 00:09:22.829 installation paired with building code. 00:09:23.010 --> 00:09:26.160 And similar to like your car, if you had to replace your transmission. 00:09:26.400 --> 00:09:29.474 Someone who doesn't know what they're doing might just say like, Here's 00:09:29.474 --> 00:09:31.005 three grand for the transmission. 00:09:31.244 --> 00:09:33.944 And then you go to a body shop or a mechanic and they say, Hey, well to 00:09:33.944 --> 00:09:37.005 get to the transmission, we gotta undo the motor mounts, pull the 00:09:37.005 --> 00:09:40.334 whole engine out, which means all the coolant oil's gonna go, we gotta do 00:09:40.334 --> 00:09:42.045 new gaskets, get the engine back in. 00:09:42.045 --> 00:09:43.709 So there's all these other pieces that fit in. 00:09:44.084 --> 00:09:46.574 And roofing is just like that. 00:09:47.265 --> 00:09:49.694 Okay, so again, what we're trying to do is create that need. 00:09:49.725 --> 00:09:51.015 Now we get into the value. 00:09:51.194 --> 00:09:55.005 So with someone like me, there you have a higher chance and a higher 00:09:55.005 --> 00:09:59.025 likelihood of getting this assessed for properly from the beginning. 00:09:59.324 --> 00:10:00.285 Now, the next thing, Mr. 00:10:00.290 --> 00:10:03.255 Homeowner, one of the values that we provide, the folks that we 00:10:03.255 --> 00:10:08.055 serve, is we do not bill you for the time, energy, and expertise to 00:10:08.055 --> 00:10:09.525 support you through this process. 00:10:10.084 --> 00:10:13.115 Me being here now, I'm gonna be there before the adjuster. 00:10:13.115 --> 00:10:14.045 With the adjuster. 00:10:14.225 --> 00:10:16.714 Well, our team will be there during the install and even afterwards 00:10:16.834 --> 00:10:18.365 to document things that come up. 00:10:18.425 --> 00:10:22.595 And in fact, I had one project where a homeowner had an additional $8,000 00:10:22.595 --> 00:10:26.074 worth of unforeseen damage, meaning rotted decking that needed to get 00:10:26.074 --> 00:10:28.805 replaced, excuse me, not rotted decking that needed to get replaced due to a, 00:10:28.985 --> 00:10:30.574 uh, wood shake, shingles underneath. 00:10:30.875 --> 00:10:32.704 We ended up covering, getting it covered. 00:10:32.885 --> 00:10:36.605 All of it, with the exception of his deductible, saved him $8,000. 00:10:36.814 --> 00:10:39.155 So what we do when I'm there for. 00:10:39.960 --> 00:10:41.790 Is to support you through this process. 00:10:41.790 --> 00:10:43.140 So there's no financial surprises. 00:10:43.140 --> 00:10:43.890 And again, Mr. 00:10:43.890 --> 00:10:46.590 Homeowner, we do not bill you for those services. 00:10:46.800 --> 00:10:49.680 The only way we get compensated is by becoming the contractor of 00:10:49.680 --> 00:10:51.960 choice to actually do the work. 00:10:52.260 --> 00:10:53.910 And then the third thing is Mr. 00:10:53.910 --> 00:10:54.300 Homeowner. 00:10:54.300 --> 00:11:00.660 Now whether it's me or someone else, I highly recommend that you have someone 00:11:00.660 --> 00:11:04.830 there to support you for another set of eyes who understands the process. 00:11:05.070 --> 00:11:07.260 So now that you've heard all that, how do you feel about revisiting, 00:11:07.410 --> 00:11:10.470 having me participate with the insurance adjuster to get you the 00:11:10.470 --> 00:11:11.760 most favorable outcome possible? 00:11:12.330 --> 00:11:15.660 And there you have it, those three angles of attack, there's a million 00:11:15.665 --> 00:11:18.000 different ways to spin it and I'd love to hear from you cuz you, 00:11:18.030 --> 00:11:20.250 my friend, may have a brilliant idea to share with our community. 00:11:20.370 --> 00:11:22.140 So drop a comment below and let us. 00:11:22.694 --> 00:11:25.215 And again, in summary, the three key points is to create 00:11:25.215 --> 00:11:27.675 the need of why you need to be there and the value you provide. 00:11:27.915 --> 00:11:32.204 Two, share the value and tie it to a monetary amount, meaning we don't bill 00:11:32.204 --> 00:11:36.495 you for my time or our team's time to support you through this process. 00:11:36.500 --> 00:11:39.615 Whether it's documenting things, uh, submitting the right evidence, 00:11:39.620 --> 00:11:40.995 if there's stuff that was missed. 00:11:41.235 --> 00:11:44.715 Supporting proper documentation for code items or manufacturer spec. 00:11:44.715 --> 00:11:46.815 All this stuff we do on your behalf that we don't bill you for. 00:11:46.995 --> 00:11:49.725 The third one is disarming them, saying whether it's me or someone 00:11:49.725 --> 00:11:51.285 else, you need someone there. 00:11:51.375 --> 00:11:54.735 And that again, kind of circles back to creating that need and when you're the 00:11:54.735 --> 00:11:56.115 right person there and you close with. 00:11:56.295 --> 00:11:58.215 And how would you feel about revisiting having me there? 00:11:58.365 --> 00:12:01.035 Now we're back in the F, back in the fights with speak or back 00:12:01.035 --> 00:12:04.065 in the conversation with the potential to earn the business. 00:12:04.245 --> 00:12:06.885 So if I miss anything or there's things you do that you think I 00:12:06.885 --> 00:12:08.505 should have shared, drop a comment. 00:12:09.525 --> 00:12:13.305 Now listen, if you are someone who wants more and you say, Hey, listen, 00:12:13.305 --> 00:12:16.665 I, I need to arm myself, or I need to arm my team with ways to overcome 00:12:16.665 --> 00:12:19.845 these objections on the spot elegantly without skipping a beat, without 00:12:19.875 --> 00:12:21.195 having that cat get their time. 00:12:21.525 --> 00:12:25.365 And if you're someone that needs help or wants your team to get help presenting the 00:12:25.370 --> 00:12:29.505 contingency agreement, positioning your company as an authority, so they wanna 00:12:29.505 --> 00:12:32.445 work with you, then I highly recommend you get your hands on my all-in-one 00:12:32.445 --> 00:12:36.225 sales training and sales system called the Roofing Sales Success Formula. 00:12:36.530 --> 00:12:39.260 You can get instant access on this page and just know it is a 00:12:39.260 --> 00:12:42.890 one-time only investment backed by my 30 day money back guarantee. 00:12:42.890 --> 00:12:46.190 So if you're not satisfied for any reason, I will buy it back from you. 00:12:46.280 --> 00:12:53.030 And you can text the word demo for a demo to 3 0 3 2 2 2 71 33. 00:12:53.030 --> 00:12:57.380 That's demo to 3 0 3 2 2 2 71 33. 00:12:57.480 --> 00:12:59.690 Now listen just cuz your in my time is about to wrap up. 00:12:59.840 --> 00:13:00.160 Doesn't. 00:13:00.585 --> 00:13:01.515 That it needs to. 00:13:01.785 --> 00:13:04.845 So if you haven't done it and you haven't jumped into our brand new free training 00:13:04.845 --> 00:13:08.385 center, my recommended reading list, 10 closing techniques for every situation. 00:13:08.535 --> 00:13:10.875 My pitch, like a pro roofing sales training video library, my roof 00:13:10.880 --> 00:13:12.195 claims crash course and more. 00:13:12.285 --> 00:13:15.555 Click right here to hop in or hang with me on YouTube and jump right into this 00:13:15.555 --> 00:13:17.275 video and I will see you on the next one.