WEBVTT NOTE This file was generated by Descript 00:00:00.210 --> 00:00:01.290 Cat's outta the bag. 00:00:01.320 --> 00:00:03.900 The new roof with solar sales system has been released. 00:00:03.900 --> 00:00:07.680 And yes, I'm talking solar and in today's video I wanna get 00:00:07.680 --> 00:00:10.950 into the three solar sales fails. 00:00:10.950 --> 00:00:15.570 These are the three biggest problems that I've seen firsthand from not only. 00:00:15.860 --> 00:00:20.450 Roofing salespeople who are learning to sell solar, but from company owners who 00:00:20.450 --> 00:00:23.869 have tried to go down that road, and either one of two things has happened. 00:00:24.200 --> 00:00:27.229 Path number one is want to go down it, but they're overwhelmed, 00:00:27.229 --> 00:00:28.400 don't really know where to turn. 00:00:28.400 --> 00:00:33.260 And path number two is those that have gone down that road and stumbled upon 00:00:33.265 --> 00:00:37.490 struggles and obstacles and not as much traction as they were hoping for. 00:00:37.760 --> 00:00:42.260 Now, I do realize as we get through these three solar sales fails that there 00:00:42.260 --> 00:00:44.240 will be people watching and tuning in. 00:00:44.345 --> 00:00:47.464 Or listening to the podcast saying, Adam, but that didn't apply to me. 00:00:47.675 --> 00:00:49.805 We did that and we were successful. 00:00:49.894 --> 00:00:52.925 And I know that this happens, but it is not common. 00:00:53.105 --> 00:00:56.135 So I invite conversation in the comment section below. 00:00:56.525 --> 00:00:59.045 But in this video I really wanna get into the three biggest pitfalls 00:00:59.045 --> 00:01:01.565 that I see, the three reasons that people aren't succeeding when it 00:01:01.565 --> 00:01:03.845 comes to specifically adding solar. 00:01:04.530 --> 00:01:05.670 To their roofing business. 00:01:05.675 --> 00:01:09.600 So my solar friends who are just selling solar, this does not apply to you. 00:01:09.750 --> 00:01:14.430 This applies to the roofing company learning to, or who has adopted solar 00:01:14.670 --> 00:01:16.320 as part of their service offering. 00:01:16.320 --> 00:01:18.390 So let's get to it. 00:01:18.600 --> 00:01:20.400 First, a quick welcome or welcome back. 00:01:20.400 --> 00:01:22.260 Adam Besman here, the roof strategist. 00:01:22.615 --> 00:01:24.925 And everything I do here on my channel is designed to help you and your 00:01:24.925 --> 00:01:28.975 team smash your income goal and give every customer an amazing experience. 00:01:29.005 --> 00:01:33.355 And it took me many years to get into solar, and the reason for 00:01:33.355 --> 00:01:38.095 that, which I shared in my What's New in 2023 video, is that my very 00:01:38.100 --> 00:01:42.565 own mother got taken advantage of on a solar deal and fast version. 00:01:42.565 --> 00:01:43.075 Is this. 00:01:43.470 --> 00:01:45.690 The company that sold her, the system made all these grand 00:01:45.690 --> 00:01:46.980 promises that didn't come true. 00:01:47.160 --> 00:01:50.370 She had two hailstorms in the span of a year, and on the second time 00:01:50.370 --> 00:01:53.640 they put that system on, it doesn't work anymore, which means there were 00:01:53.640 --> 00:01:57.330 77 0 holes in her brand new roof. 00:01:57.330 --> 00:02:00.390 For the second time, the panels have then needed to be removed, 00:02:00.390 --> 00:02:04.500 leaving 77 0 holes on her roof and. 00:02:04.875 --> 00:02:08.115 Gosh knows how long she's been paying for her solar system, which is 00:02:08.115 --> 00:02:12.885 producing zero electricity on top of her electric bill, and she's roped into 00:02:12.885 --> 00:02:16.275 this massively long term commitment, paying for both, has a not working 00:02:16.275 --> 00:02:20.415 system dealing with legal battles and had to replace her roof out of pocket. 00:02:20.595 --> 00:02:23.475 So she has been completely taken advantage of that. 00:02:23.475 --> 00:02:26.625 And I sat through some solar sales presentations and I really didn't 00:02:26.625 --> 00:02:28.185 like the way that they made me feel. 00:02:28.305 --> 00:02:30.495 I didn't think that they were super truthful and I felt that 00:02:30.495 --> 00:02:31.454 they were a little kitchy. 00:02:31.755 --> 00:02:34.665 And for those reasons, I really resisted solar until. 00:02:35.394 --> 00:02:37.885 Recently when I realized that the main problem is this keyword, 00:02:37.885 --> 00:02:39.505 which is and roof and solar. 00:02:39.565 --> 00:02:44.695 And the reality is, as a roofing company, in my opinion, and from my experience and 00:02:44.695 --> 00:02:48.234 observation, the companies that are most successful roofing companies adopting 00:02:48.234 --> 00:02:50.725 solar, it's a with model roof, with solar. 00:02:51.024 --> 00:02:54.204 And that's what led to me developing the roof with solar sales system with 00:02:54.204 --> 00:02:56.545 my partner Cody, over the last gosh. 00:02:57.150 --> 00:03:01.650 Year or so doing some pilot tests with companies across America and working 00:03:01.650 --> 00:03:03.000 with members of the Pitch Pro Movement. 00:03:03.060 --> 00:03:06.900 And it is now available the full business in a box, and you can check the link in 00:03:06.900 --> 00:03:12.780 the description or text the word demo to 3 0 3 2 2 2 71 33 to learn more. 00:03:12.960 --> 00:03:16.680 So in this video, whether you decide to sell solar or not does 00:03:16.680 --> 00:03:18.960 not matter Whether you're doing it and successful does not matter. 00:03:19.140 --> 00:03:20.670 If you've thought about it. 00:03:20.700 --> 00:03:22.800 This video is going to help you. 00:03:23.035 --> 00:03:25.045 Bypass a lot of the mistakes and learning curves. 00:03:25.045 --> 00:03:26.245 So let's get through them. 00:03:26.245 --> 00:03:27.295 And I'm gonna go through these. 00:03:27.505 --> 00:03:31.105 This is not any, uh, particular order, but the number one problem 00:03:31.255 --> 00:03:34.045 in failure point is confusion. 00:03:34.495 --> 00:03:34.825 Okay? 00:03:35.065 --> 00:03:36.265 Now, what do I mean by confusion? 00:03:36.265 --> 00:03:40.075 What I mean here is confusion in the mind of the homeowner. 00:03:40.465 --> 00:03:46.255 Now the reality is that the solar sale is a bit more complex than the roof sale. 00:03:46.315 --> 00:03:48.595 And when it comes to working with homeowners, if I. 00:03:49.150 --> 00:03:52.720 Too soon and talk about this roof with solar or doing all of this work. 00:03:52.930 --> 00:03:56.680 The minute that the homeowner hears that, they just get fearful and 00:03:56.680 --> 00:04:01.450 they see dollar signs and they don't understand the mechanisms of why it's 00:04:01.450 --> 00:04:05.920 so affordable, why the investment makes sense, and where the ROI is calculated. 00:04:05.920 --> 00:04:08.740 They just think roof and solar is wildly expensive and they, they 00:04:08.770 --> 00:04:10.150 don't understand the tax credit. 00:04:10.360 --> 00:04:13.750 They don't understand the solar financing vessels and how grouping 00:04:13.750 --> 00:04:17.590 that roof with solar combo together can often, especially on the retail side. 00:04:18.104 --> 00:04:23.775 Make it cheaper to go roof with solar than it is to do just a roof. 00:04:23.775 --> 00:04:27.135 And when we compare the roof on certain financing vessels, plus 00:04:27.135 --> 00:04:30.885 their electric utility bill, compared then to a roof with solar combo. 00:04:30.890 --> 00:04:35.625 Often, more often than not, that roof with solar combo month to month when financed 00:04:35.865 --> 00:04:38.025 retail roof versus roof with solar. 00:04:38.150 --> 00:04:43.580 Becomes the same price or even cheaper by up to a few hundred dollars a month. 00:04:43.940 --> 00:04:46.489 Again, factoring in roof with electric bill versus the 00:04:46.669 --> 00:04:48.310 roof with solar financed and. 00:04:49.020 --> 00:04:53.580 In doing so, the homeowner now sees that this is a higher value. 00:04:53.700 --> 00:04:54.870 It saves them money. 00:04:54.870 --> 00:04:56.310 It's the best time to do solar. 00:04:56.460 --> 00:04:59.880 And what this means for you is on average that $20,000 roof 00:04:59.880 --> 00:05:01.860 turn into a $60,000 ticket value. 00:05:02.130 --> 00:05:05.280 Again, average solar system roughly for this conversation at 40,000. 00:05:05.700 --> 00:05:10.740 And it's about how we time that ask to sell the system and what I've seen. 00:05:11.160 --> 00:05:12.810 is that many people get that wrong. 00:05:12.810 --> 00:05:15.600 In fact, one of the companies I rolled this training out in person had been 00:05:15.600 --> 00:05:16.950 trained on solar roofing salesperson. 00:05:16.950 --> 00:05:19.950 He goes, that's why we struggled so much, is bringing this 00:05:19.950 --> 00:05:21.600 whole roof solar thing up. 00:05:21.605 --> 00:05:22.950 People don't know when to do it. 00:05:23.100 --> 00:05:27.060 Salespeople lead with it and it leads to confusion and overwhelm on 00:05:27.060 --> 00:05:31.240 the homeowners and instantly you're getting these like cornered cat-like 00:05:31.240 --> 00:05:32.790 objections of that's way too much money. 00:05:32.790 --> 00:05:33.930 Why would I do solar? 00:05:34.110 --> 00:05:34.890 I don't understand. 00:05:34.890 --> 00:05:36.810 You guys are a roofing company or a solar company? 00:05:36.990 --> 00:05:39.120 No, we do both In this confus. 00:05:39.364 --> 00:05:42.395 There's a saying in sales, when you confuse, you lose. 00:05:42.455 --> 00:05:46.325 And many companies that are adopting solar, it's the new shiny object, 00:05:46.325 --> 00:05:50.135 and we're trying to get in as much as we can from it and, and make sales. 00:05:50.135 --> 00:05:52.174 And it's a new thing we can sell with really big commissions, 00:05:52.445 --> 00:05:53.525 and it leads to confusion. 00:05:53.530 --> 00:05:55.234 So there you have it pitfall. 00:05:55.565 --> 00:05:59.195 The, one of the, the solar sales fails is leading to confusion. 00:05:59.195 --> 00:06:01.445 Confusion means lack of saying, hearing. 00:06:01.445 --> 00:06:01.745 Yes. 00:06:01.745 --> 00:06:03.125 Lack of getting that business. 00:06:03.275 --> 00:06:03.635 All right. 00:06:05.235 --> 00:06:08.775 Number two reason that people fail, fail is this. 00:06:09.135 --> 00:06:10.425 They don't know what to sell. 00:06:11.325 --> 00:06:14.385 They don't know what to sell. 00:06:14.775 --> 00:06:18.975 Now, this started to happen to me because I would get messages, dms, 00:06:18.975 --> 00:06:21.705 by the way, I know my handwriting's like a doctor, but I'm not one. 00:06:21.885 --> 00:06:22.695 I'm in roofing Sales. 00:06:23.925 --> 00:06:25.784 Sales reps would reach out to me and they'd say, Adam, 00:06:25.965 --> 00:06:27.105 I'm going knocking today. 00:06:27.105 --> 00:06:29.955 Should I sell solar or should I go leading with the roof? 00:06:30.045 --> 00:06:32.145 And that question, right? 00:06:32.970 --> 00:06:37.050 Is very well tied into problem number one on confusion. 00:06:37.380 --> 00:06:42.990 If a salesperson doesn't know what to sell, that is a massive problem. 00:06:43.320 --> 00:06:46.770 And in, in, at the end of the day, you're in roofing sales if you're 00:06:46.770 --> 00:06:48.150 watching this channel, most likely. 00:06:48.510 --> 00:06:50.400 And that means that you're really good at selling roofs. 00:06:50.550 --> 00:06:56.895 So in the system that Cody and I have, Optimized and tested and, and developed. 00:06:56.895 --> 00:06:58.784 They actually did that reversal order, developed, optimized, and 00:06:58.784 --> 00:07:00.284 tested, developed, tested, optimized. 00:07:01.305 --> 00:07:05.685 We had so much fun figuring out the, the ripest moment, the exact 00:07:05.685 --> 00:07:08.305 moment that homeowners would be the most receptive to hearing solar. 00:07:08.570 --> 00:07:11.270 It takes restraint to keep it out of the picture. 00:07:11.270 --> 00:07:13.700 But in our system, we lead with the roof and we actually 00:07:13.700 --> 00:07:15.110 look at solar as an add-on. 00:07:15.260 --> 00:07:18.920 So we're not going out trying to sell solar, and what this ends up doing, 00:07:18.925 --> 00:07:20.510 owners managers pay close attention. 00:07:20.540 --> 00:07:20.900 Okay? 00:07:20.990 --> 00:07:21.950 Pay close attention to this. 00:07:22.250 --> 00:07:25.909 What this means is that you have a whole separate sales process for 00:07:25.909 --> 00:07:27.560 solar, which is a whole separate. 00:07:28.330 --> 00:07:30.960 Training for solar, which is a whole separate ops, which is a whole 00:07:30.960 --> 00:07:33.840 separate marketing, a whole separate legion, and you end up having to 00:07:33.840 --> 00:07:36.870 compete in that world, which I'm gonna talk about here in just a minute. 00:07:37.410 --> 00:07:41.820 And instead, what we've done is do a roof with solar system to view 00:07:41.940 --> 00:07:45.180 the solar is an add-on with the roof to bring those two together. 00:07:45.360 --> 00:07:49.230 So the entire roofing team now just sticks to what they're doing and says, 00:07:49.230 --> 00:07:52.530 Hey, we sell roofs, we sell roofs, we get the yes to the roof, we time the ass. 00:07:52.530 --> 00:07:53.520 We know when to bring up solar. 00:07:53.855 --> 00:07:54.875 we have the actual presentation. 00:07:54.995 --> 00:07:58.835 We learn how to then shift to canvassing the neighborhood and and dominating 00:07:58.835 --> 00:08:02.435 the neighborhood using that multi-touch marketing approach with these combo deals. 00:08:02.435 --> 00:08:05.535 Cuz now we've got credibility and we do so in a way where we overcome 00:08:05.540 --> 00:08:08.195 their huge objections up front, which is this sounds too good to 00:08:08.195 --> 00:08:09.695 be true and it's too expensive. 00:08:09.725 --> 00:08:12.485 So not knowing what to sell or what to lead with. 00:08:12.635 --> 00:08:15.545 This problem gets solved with a cohesive training to get 00:08:15.545 --> 00:08:17.195 the team selling the roofs. 00:08:17.200 --> 00:08:20.555 And now all it is, is an adjunct training to bolt in and 00:08:20.555 --> 00:08:22.805 say, now is how we add solar. 00:08:22.885 --> 00:08:27.474 To our roofs, and in doing it this way, it eliminates the confusion from the sales 00:08:27.474 --> 00:08:31.344 rep and it eliminates the confusion from the homeowner, and it's most importantly, 00:08:32.044 --> 00:08:36.174 simplifies all of the operations and allows every single team member to have a 00:08:36.174 --> 00:08:41.875 tool at their disposal to turn a $20,000 roof into a $60,000 ticket, which. 00:08:42.435 --> 00:08:43.515 Three times as much. 00:08:43.515 --> 00:08:45.945 And imagine if you could have, you know, your entire sales team doing 00:08:45.945 --> 00:08:48.885 that and getting yes on one in every two or one in every three, 00:08:48.945 --> 00:08:50.115 even if it's one in every four. 00:08:50.265 --> 00:08:55.575 You have substantial growth without adding new sales people, hiring new people, or 00:08:55.575 --> 00:08:57.435 opening up a whole new marketing channel. 00:08:57.585 --> 00:09:00.345 All right, so those are the two first reasons, and these are again, focused 00:09:00.675 --> 00:09:02.715 first on the customer, then the sales rep. 00:09:02.895 --> 00:09:08.835 Now the third reason is, Back to what I was sharing before is companies 00:09:08.835 --> 00:09:12.825 running it as a separate division, and I know that there are organizations 00:09:12.825 --> 00:09:14.595 who are very successful doing this. 00:09:14.775 --> 00:09:19.815 There are a few, but what many roofing companies that I've seen kind of 00:09:19.815 --> 00:09:23.655 put that excitement, that the get the excited blinders, you know, the. 00:09:23.915 --> 00:09:27.935 Where you see something really cool and, and you don't really expand your 00:09:27.935 --> 00:09:29.435 view to take in the whole picture. 00:09:29.495 --> 00:09:30.605 And here's what happens. 00:09:31.205 --> 00:09:32.375 We say, Hey, we're roofing company. 00:09:32.375 --> 00:09:33.395 We're gonna add solar. 00:09:33.395 --> 00:09:36.694 But what many owners don't realize is how much they're biting off. 00:09:36.935 --> 00:09:37.865 They're biting off. 00:09:38.015 --> 00:09:38.795 It's not adding. 00:09:39.110 --> 00:09:39.740 Solar. 00:09:39.740 --> 00:09:44.990 It's literally teeing up an entirely separate company, separate business, okay? 00:09:44.990 --> 00:09:48.990 Separate insurance, separate marketing channels, separate 00:09:48.995 --> 00:09:50.600 sales system and processes. 00:09:50.690 --> 00:09:56.834 Separate inside sales system, separate ops, and what ends up happening is, Now 00:09:56.985 --> 00:10:03.135 your competitive edge gets diluted because now you're competing in both landscapes. 00:10:03.135 --> 00:10:05.444 You're a roofing company, and now you've got the solar division. 00:10:05.655 --> 00:10:09.314 But the solar division is now competing against other solar companies, which 00:10:09.319 --> 00:10:14.655 is one of the most expensive spaces to play in, where some companies that 00:10:14.660 --> 00:10:20.235 are developing inbound leads in the solar space are spending two to $3,000. 00:10:20.905 --> 00:10:21.474 And more. 00:10:21.474 --> 00:10:25.135 I believe the last time I spoke with someone I heard up to 3,600, 00:10:25.314 --> 00:10:30.234 so I'm gonna rhyme that down to 2000 to $3,500 to acquire a customer. 00:10:30.295 --> 00:10:31.734 Customer acquisition cost. 00:10:32.005 --> 00:10:32.305 Okay. 00:10:32.724 --> 00:10:35.574 That's a lot of money when you compare that to. 00:10:35.880 --> 00:10:40.920 Roofing companies, many roofing companies, their acquisition costs go as low into 00:10:40.920 --> 00:10:47.339 the hundreds of dollars, two 50 to 300 and up to, let's say 15, 1600, which 00:10:47.339 --> 00:10:52.020 again, is on the high end, but many are in that range of 400 to 750 bucks, 00:10:52.199 --> 00:10:56.160 which means instead of competing in the solar landscape trying to get in where 00:10:56.160 --> 00:10:59.765 all these people are throwing crazy, We stick to what we're really good at 00:11:00.005 --> 00:11:03.824 and we optimize our channels to bring in more roofs, which we can get at a 00:11:03.829 --> 00:11:07.985 third of the price, but then still add that solar system onto it without having 00:11:07.985 --> 00:11:13.145 to build that second division, without having to rebrand everything and start 00:11:13.145 --> 00:11:14.675 generating a new pipeline of leads. 00:11:15.464 --> 00:11:21.045 We pour gasoline on the fire that's already burning, and it allows us to not 00:11:21.045 --> 00:11:25.694 only solve these three biggest pitfalls that I've seen, it allows us to provide 00:11:26.055 --> 00:11:29.685 the solar system that I think we can all agree is the absolute very best time to 00:11:29.685 --> 00:11:32.324 go solar, which is with a brand new roof. 00:11:32.564 --> 00:11:35.744 And doing so by leveraging the solar financing vessels for the 00:11:35.744 --> 00:11:37.165 roofing component to make everyth. 00:11:37.335 --> 00:11:38.505 More affordable. 00:11:38.865 --> 00:11:41.175 And of course on the insurance side of things, when we're dealing with hail 00:11:41.175 --> 00:11:45.015 claims, it opens up an entirely different can of worms when it comes to value prop 00:11:45.015 --> 00:11:47.025 and why a homeowner would want to do that. 00:11:47.085 --> 00:11:51.015 And we go through all of that in great detail in our brand new roof with 00:11:51.020 --> 00:11:52.175 solar sales system, which you can. 00:11:52.435 --> 00:11:54.805 Learn about by clicking the link in the description, it'll say roof 00:11:54.805 --> 00:12:01.104 with solar sales, or you can text the word demo to 3 0 3 2 2 2 71 33. 00:12:01.314 --> 00:12:04.344 And just a quick shout out for all of my existing customers who are using 00:12:04.525 --> 00:12:05.785 our training to train your team. 00:12:06.084 --> 00:12:09.744 Please know that you get a very, very steep discount because the solar sales 00:12:09.750 --> 00:12:12.984 system that that I've developed works alongside the roofing sales system. 00:12:12.984 --> 00:12:15.415 So it all comes together so everything makes sense. 00:12:15.415 --> 00:12:16.224 We're leading with the roof. 00:12:16.344 --> 00:12:19.765 We know when this plugs in, how we plug in the new direct mail letters and the 00:12:19.765 --> 00:12:21.385 new door hanger letters that we've been. 00:12:22.835 --> 00:12:25.565 That you have access to the new sales system, the presentation, 00:12:25.565 --> 00:12:27.065 everything, so it all comes together. 00:12:27.065 --> 00:12:30.275 So if you are an existing customer, please let us know during your demo and 00:12:30.275 --> 00:12:35.075 we will get you a discount, uh, available exclusively to our existing customers. 00:12:35.345 --> 00:12:36.005 So there you have it. 00:12:36.005 --> 00:12:40.655 The three main sales fails when it comes to roofing companies going solar. 00:12:41.015 --> 00:12:41.735 Did I miss one? 00:12:42.079 --> 00:12:42.680 I wanna hear from you. 00:12:42.680 --> 00:12:44.150 Drop a comment below, agree, disagree. 00:12:44.150 --> 00:12:47.209 Let's have a conversation about it in a way where we can all learn together. 00:12:47.239 --> 00:12:49.729 Cuz the truth is my friends, I do not have all the answers. 00:12:49.880 --> 00:12:52.729 And the more that I learn, the more I realize I have yet to learn. 00:12:52.819 --> 00:12:55.489 And I love learning from people who've been in the industry that 00:12:55.489 --> 00:12:58.819 are brand new training and events in person with these brilliant ideas 00:12:58.849 --> 00:13:00.050 cuz they're not too close to it. 00:13:00.109 --> 00:13:01.219 And I love that. 00:13:01.219 --> 00:13:04.849 And that's what I love about having you here is the community that's being built 00:13:04.910 --> 00:13:07.099 and the open sharing and collaboration. 00:13:07.335 --> 00:13:10.245 To all level up and make ourselves better and support each other. 00:13:10.245 --> 00:13:12.825 So super appreciate you being here now, just cuz our time 00:13:12.825 --> 00:13:13.815 here is about to wrap up. 00:13:13.815 --> 00:13:15.915 Doesn't mean you are in my time, have to. 00:13:15.915 --> 00:13:19.245 So if you're interested in the program, click in the link in the description or 00:13:19.245 --> 00:13:22.515 text the word demo to 3 0 3 2 2 2 71 33. 00:13:22.755 --> 00:13:25.695 And if you want more of these videos, jump into our new free training center 00:13:25.700 --> 00:13:28.605 or right here and hang with me on YouTube and jump into this video right 00:13:28.605 --> 00:13:29.935 here and I'll see you in the next one.