I'm not interested.
How often do you hear that when you show up at someone's house?
They answer the door, they look down, they see your logo.
And by the way, this doesn't say your company name.
What it says is, I sell roofs.
So the homeowner, when they hear that knock, they're looking around,
honey, you expecting someone?
No, are you?
Nah, let's go see who it is.
And the two questions that are running through their minder,
who in the heck is this?
And what do they want?
And when that door creeps open and they look down at you, they
size you up and they see a.
They say I'm being sold a roof.
I am not interested, especially for the 90 some odd percent of storm
restoration projects specifically in the Midwest inhaler, excuse me, hailer.
Um, Wind damage where a homeowner doesn't quite know that the roof is damaged.
And these folks say, I don't have a problem.
I don't.
I don't need anything.
And what I've found after surveying literally thousands and thousands of
people from stages all across America, is that 70 to 90% of homeowners
who end up buying a roof from you had no idea that they had problems
with their roof to begin with.
So when we know we have this information, and we know that when we show up at that
house and the homeowner is like, yeah, I'm not interested, that's because in their.
They don't think they have a problem and they don't even know you,
which means they don't trust you.
So in this video, I want to teach you a very easy, practical tool and a simple
strategy to help you overcome the, I'm not interested objection when this
happens, the minute that that door opens.
Before we get to it, I just wanna say a quick welcome or welcome back.
My name is Adam Besman, the Roo strategist, and it is my
absolute joy and honor to be serving you because everything I.
I'm my YouTube channel, my podcast, and inside my all-in-one sales training
and system that's currently being used by many, many thousands of folks
is designed for one simple reason.
And that is to give you and your team all of the tools, strategies,
resources, and training that you need to smash your income goal and give
every customer an amazing experience.
So if you're new here, welcome.
I got a freebie for you and I'd love to get it in your hands.
It's our brand new free training.
Which is available using the link in the description, or you can just text the
word free, f r e e, to 3 0 3 2 2 2 71 33.
Again, text the word free to 3 0 3 2 2 2 71 33 or use the link in the description.
All right, now it is time for us to dive deep.
Into how we approach customers when they tell us they're not interested.
Now, first, some groundwork.
The groundwork is this.
I've done another video on this topic of I'm not interested, and if you haven't yet
seen it, you can click up here or there, wherever YouTube decide to put that card,
and you'll be able to watch that video.
Now, in that video, you'll see that I teach you to just lean into this, to use
this opportunity of rejection to keep a customer engaged in speaking with you.
And believe it or not, homeowners have globbed onto this video.
I've received hate mail, death threats, you name.
And if you go in that video and go look through the comments, you'll see a bunch.
And hey, if you wanna put some support up and uh, put in a word for
us, good guys, that'd be awesome.
But the reason that I'm sharing that with you is that no
matter what you do, homeowners.
Have a tendency to get upset.
It's their, it's their home, it's their castle.
And I understand that.
We live in a free world in so long as we operate above board.
We're compliant with local and state laws when it comes to door to
door sales and soliciting business.
We have nothing to worry about.
And the reality is you can't and never will please anybody.
Cuz I know.
Maybe you can relate.
There are certain homeowners that I could literally take a pot of
gold and say, here's a pot of gold.
I'm doing your roof.
, and they're still gonna complain they're gonna find something wrong.
So although this approach may seem like it takes a tremendous amount of
persistence and a tremendous amount of grit to approach a homeowner
in this way, I just want you to know that you already heard no.
And there's literally no worse place you can go.
So using this plan either means you got rejected instantly and you took a
microsecond and you're still rejected.
You're no worse off.
And in fact, you're probably developed some skillsets of leaning into that
discomfort and learning how to face rejection into face, uh, objections, head
on, or it works even if it's one in 10 and you end up picking up these opportunities
and deals like this gentleman who I'll never forget in his name was Gerald.
Now, Gerald, no, I, I even remember his last name, of course.
I'm not gonna share it here, but Gerald lived in, uh, ee w.
And I'll remember I got into this neighborhood and I ended up getting
four customers in this neighborhood, and I stopped by every time that
I met with a customer or did their roof, and Gerald and his wife,
their roof was in horrible shape.
It was an old three tab.
It was dilapidated, it was crumbly, it was faded.
And I knew in my heart of hearts that Gerald and his wife were gonna
need to come out of pocket at some point and buy a brand new roof.
Now a hailstorm had hit recently.
It was minor.
Small damage in a fringe area, but I'd done numerous roofs in the neighborhood.
And Gerald, every time I stopped by, he'd, he'd literally hoo me off.
Cuz he did what everyone did.
He looked down, he saw I was a roofer, and he would say, not interested.
I'm not interested in I'll, I'll be honest.
He was downright rude three times.
Now, every time he shooted.
I didn't take it to heart.
I just said, you know what?
He doesn't know me from Adam Pun intended.
And my job is to help show him something that he's unaware of,
to help him make a decision.
Because what was going through Gerald's mind is my roof is fine
because we don't have any leaks and I haven't seen anything.
And if you've lived in that house for 20 years, like many homeowners do,
and you get a stranger that shows up wearing the I Sell Roofs logo, which
is your company logo, and you're thinking, Hey, I don't have any damage.
My roof's fine.
I don't have any leaks.
Who the heck.
Who do you think you are?
That's what's going through their mind.
So our first mission is to get someone to, one, give us the attention,
and two, get an opportunity to show them something on their roof that
they had no idea was even a problem.
And what I know after surveying many, many, Thousands of roofing salespeople,
especially when it comes to storm damage, hail, wind, or hurricane, that 70 to
90% of homeowners who end up replacing the roof with you had absolutely no
idea that their roof even had problems.
Because in their home, they look up and they don't have any.
Lakes or anything, so why would there be an issue?
But Gerald was the gentleman who I was able to take through using what I'm about
to teach you from wanting to kick me off his doorstep, to not only giving me
the time of day, letting me on his roof, realizing he did in fact have a problem.
He was unaware of choosing me to do the work and absolutely
loving it, telling his neighbors.
And in even inviting me in for dinner.
So when I get resistance from homeowners that have like spam my other video
with a bunch of hate comments, they're just not my customer and they're
not your customer and that's okay.
But when we approach roofing sales from a place of heart and service, even though
you show up and you know that you can help someone, you can save them a ton of money,
you might get rejected and that's okay.
We just gotta say, hey, you know, I tried, and I'm sorry.
It'd upset you.
I could have helped you, but that's on you.
And using this approach will help you do just that.
To take the customers that want to punch you in the face or get you off their
doorstep and turn them into close, dear friends, and hear my friend, now that
you've heard this story is how we do it.
I'm gonna switch into role play and then we're gonna break it down.
When someone answers the door and that creaks open and they look down
and they say, I'm not interested, and they're about to close it.
First thing we wanna.
Is cut right to the chase, and that is by acknowledging what they
just told me and leaning into it.
Hey, I understand you're not interested and I don't blame you.
All right?
I don't blame you for not being interested.
Then what we want to do is mention someone else in the
neighborhood or another customer.
Now, quick disclaimer and I got a video coming on this topic way later.
Don't bs.
Don't throw out.
Oh, I'm working with the Guilford's.
When the Guilford's don't exist, don't make up names,
don't play the gimmick stuff.
I absolutely hate it, and when people tell me they do it, it drives me nuts.
I don't agree with it.
I don't condone it.
So this particular approach only works if you've had a story or someone in the
neighborhood or another customer that.
You've done this for, which is show them something they didn't know existed.
Back to role play.
I understand you're not interested and I don't blame you.
In fact, Peggy wasn't interested at all either until I showed
her the photos of her roof.
That right there is the hook, and I wanna explain and break down the
psychology and then we're gonna add a little bit more to this.
First, I understand you're not interested and I don't blame
you for not being interested.
In fact, I wouldn't be interested either, especially if you don't
have any leaks coming in your house before you close that door.
Peggy, about four doors down, she wasn't interested either until I showed her these
photos of her own roof and she couldn't believe what I had shared with her.
Now, Usually at that point, what you've done is acknowledge someone and
made them feel heard and respected, and that you weren't being pushy
saying you should be interested.
You're acknowledging that you're repeating back and saying, I don't blame you if
you're not being interested, and then telling them a little bit about why
they're not interested, which is if your roof's not pouring water into your home,
why would you think there's an issue?
Peggy didn't, wasn't interested either until she saw what the photos that I took.
Now when we mention this until she saw them, all of a sudden it brings this
mystery in seeing is believing, right?
It's a story and it builds curiosity.
It peaks their interest.
It intrigues someone to say, Huh?
What is it that you showed her?
What did they see?
And now they're gonna give you that just slight moment of a time
of day to explain what's going on.
So I want to tie this in in one short little intro and then we'll talk
about how we can keep this going.
Cause again, that first goal when you hear I'm not interested, is this simple.
Just to keep the conversation going and to keep the door opening
by meeting the homeowner where.
In highlighting something that piques their curiosity that
they may wanna hear more about.
And again, here's how that goes.
Hey, listen, I totally understand you're not interested and I don't blame you.
I probably wouldn't be either, especially if there's no water
pouring inside your house.
Listen, Peggy, four doors down was not interested either until I showed her
the photos and videos that I took up on her roof during my free inspection.
Now I'm not implying, sir, that you have anything wrong with.
But I'm guessing that your roof age is about identical as Peggy's was, and
I provided a 100% free no obligation photo and video report for her.
There are two outcomes, outcome.
One, you get a clean bill of health, everything looks good.
You'll see it with your own eyes.
Outcome two, I find some things, and if I do, I'm gonna show you so
you can see them with your very own eyes, and you can be the judge and
it'll happily walk you through those next steps, whether you choose.
Someone else or decide not to do anything at all.
Now I understand you weren't interested.
Uh, how do you feel about a complimentary inspection?
No obligation.
I'll hop up there, takes photos, videos, and I'll show you what I find.
Do you have any objection if I grab my ladder real quick and then I can
end with that negative objection?
And again, in these videos I give you the long version.
Okay?
Now I wanna explain why I give you such a long version, cuz I
know what you might be thinking.
Adam, you really went on there.
That was too long at the door.
It might be, but it also might not.
. If the homeowner is interested and they're paying attention to me and I can
keep communicating, am I gonna do it?
Oh, you bet I am.
But if I can tell that they're trying to hurry along, I might trim some of that up.
But what I've learned after training literally tens of thousands of
roofing salespeople, is that in order for training to stick, we need to
give you the long version because you're gonna retain this much.
They're gonna put into practice this much.
So if I give you just this much, you're gonna use just a tiny bit and
it's not gonna work super effectively.
So when we approach that homeowner, we keep that conversation going,
they're gonna give us that time.
Whether you're selling storm damage roofs or retail roofs will allow
you to navigate down that path.
You know, when was the last time you had your roof inspected and
routine maintenance conducted?
Hey, where are you guys at in the process or going straight in to offer the
inspection no matter what, when you follow this framework of acknowledging that
homeowner saying, Hey, I understand you're not interested, and I don't blame you.
In fact, Peggy wasn't interested either until she saw the photos and videos I
took and showed her a hundred percent.
And that's all you need to keep that door open and further along the conversation.
So what do you think?
Does this strategy work?
Does it not work?
Do you have something to add, drop a comment and share below.
What I love about this channel is the community.
It's you.
It's the engaging, thought provoking.
Open sharing of people sharing what's working, what's not working,
and having collaboration because we don't all need to agree.
But what we all need to do is come with an open heart and an open mind to learn.
So I'd love to hear from you.
If you like this video, by the way, give it a thumbs up and subscribe.
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I ask you to spread the love and to share this video with your.
Hit that share button.
Copy the link, pass it off in your group chat, telegram, slack group, text message
chain, because I know that sometimes all it takes for that one extra sale, two
extra sales that cascades into 20 more for the year is just that one simple strategy
to turn the most common rejection of.
I'm not interested into an opportunity, even if it's only a few people who
will keep that door open, have a conversation with you, let you up on that.
And have what happened to for you is what happened to me with Gerald to take that
person who absolutely wants nothing to do with you and in fact isn't even nice to
you, rude to you, to not only you earning their business, but them inviting you over
for dinner because you solved a massive problem and help them through a situation
that no one really wants to go through.
Because at the end of the day, my friend, we are selling the most boring item in
the entire world, and that's roofing.
In fact, one of the most expensive items that anyone's gonna have to, to buy when
it comes to maintaining their house.
But.
Get an opportunity to create an amazing experience for them while, while
they go through this process and to smash your income goal along the way.
So just cuz our time here is about to wrap up doesn't mean your and my time has to.
So if you wanna keep chugging along with me, you two thinks you're
really gonna love this video.
And if you haven't yet done it, jump into our brand new free training center right
here and I'll see you in the next one.