WEBVTT NOTE This file was generated by Descript 00:00:00.600 --> 00:00:04.380 It's about right here as we approach the door that we feel like we are 00:00:04.380 --> 00:00:06.690 approaching the point of no return. 00:00:07.110 --> 00:00:09.390 You know that feeling, and it's not that one. 00:00:09.390 --> 00:00:10.770 I'm talking about the point of no return. 00:00:10.980 --> 00:00:13.470 When we approach the door and all of a sudden we anticipate 00:00:13.475 --> 00:00:15.930 the homeowner answering, our heart starts going like this. 00:00:16.245 --> 00:00:19.695 We get nervous and we don't really know what we're gonna say, and if we haven't 00:00:19.695 --> 00:00:22.785 knocked enough doors, if we don't have that experience, we begin to freak out. 00:00:22.785 --> 00:00:26.175 We get cold feet, we get nervous, and then we end up fumbling 00:00:26.180 --> 00:00:27.375 or stumbling on our words. 00:00:27.375 --> 00:00:30.435 We get rejected, and then our confidence just goes down the drain. 00:00:30.750 --> 00:00:31.590 Has it happened to you? 00:00:31.830 --> 00:00:35.170 Drop a comment as if it has, cuz I know it's happened to me and I, I, 00:00:35.175 --> 00:00:38.070 I just really wanna get rid of the ego in this sales world and share 00:00:38.070 --> 00:00:39.360 the real things that we go through. 00:00:39.720 --> 00:00:42.990 So in this video I'm gonna be sharing with you a really simple framework to 00:00:42.995 --> 00:00:47.519 follow, layering in my slap canvasing formula, along with the easy opener 00:00:47.525 --> 00:00:51.030 and a little mental trick to help you make those initial conversations at 00:00:51.030 --> 00:00:53.730 the door so much easier so you don't feel like you've reached that point of 00:00:53.730 --> 00:00:56.370 no return and there's no bailing out and you're setting yourself up for. 00:00:56.894 --> 00:00:57.615 So let's get to it. 00:00:57.855 --> 00:00:59.714 First I wanna say quick welcome or welcome back. 00:00:59.714 --> 00:01:02.955 My name's Adam Benjamin, the rich strategist in everything that I do here 00:01:02.955 --> 00:01:07.215 on my channel and in my All In One sales system is designed to help you and your 00:01:07.215 --> 00:01:10.605 team smash your income goal and give every customer an amazing experience. 00:01:10.845 --> 00:01:12.705 And if you followed along on YouTube, you probably heard 00:01:12.710 --> 00:01:13.935 me talk about this free offer. 00:01:14.085 --> 00:01:14.685 Well, guess what? 00:01:14.685 --> 00:01:15.884 I have a new one and it's. 00:01:16.000 --> 00:01:16.870 Even better. 00:01:17.080 --> 00:01:20.290 And it's access to my brand new free training center. 00:01:20.410 --> 00:01:22.510 In fact, all the freebies that are linked in this description 00:01:22.510 --> 00:01:23.890 are gonna bring you there. 00:01:23.890 --> 00:01:26.289 You're gonna get that and a bunch more inside. 00:01:26.289 --> 00:01:28.480 You're gonna get access to my pitch, like a pro roofing sales training 00:01:28.480 --> 00:01:32.590 video library, my roof claims crash course, my recommended reading list 00:01:32.590 --> 00:01:35.650 at the top 82 books I've read that I think are actually worth reading. 00:01:35.655 --> 00:01:39.940 And I'd recommend to you, along with a replay of my 10 closing techniques that 00:01:39.940 --> 00:01:41.470 are gonna work for every situation. 00:01:41.590 --> 00:01:42.940 So click the link in this video. 00:01:43.375 --> 00:01:45.235 Anything that sells says a freebie. 00:01:45.505 --> 00:01:46.045 Click on that. 00:01:46.225 --> 00:01:48.985 Enter your email and let's get you inside that free training center 00:01:49.105 --> 00:01:51.325 so you can begin to, uh, pitch like a pro and you'll be joined by 00:01:51.325 --> 00:01:52.705 many thousands of folks in there. 00:01:53.065 --> 00:01:54.445 And I can't wait to see inside. 00:01:54.775 --> 00:01:55.825 All right, let's get to today's video. 00:01:55.825 --> 00:01:57.685 So this point and over return approaching the door. 00:01:57.985 --> 00:02:00.385 When we break down the fundamentals, like in the sales psychology, 00:02:00.595 --> 00:02:03.655 oftentimes in order to feel confident, all we need to know is what we're 00:02:03.655 --> 00:02:05.664 going to start saying in sales. 00:02:05.664 --> 00:02:09.204 One of the skill sets we develop is what I call think fast ability, being 00:02:09.204 --> 00:02:11.035 able to speak and think at the same. 00:02:11.630 --> 00:02:14.570 It's one of the reasons that my a r o objection Handling formula 00:02:14.929 --> 00:02:18.049 works so well, By the way, uh, I have a whole playlist inside that 00:02:18.049 --> 00:02:20.000 free training center on objections. 00:02:20.000 --> 00:02:21.739 So pop in there and you can see me overcome. 00:02:22.010 --> 00:02:24.320 Uh, the top objections you're probably gonna face in roofing sales. 00:02:24.649 --> 00:02:27.420 So, The first part of the framework is just again, what 00:02:27.420 --> 00:02:28.500 are we gonna start saying? 00:02:28.530 --> 00:02:31.290 Cuz all we need to know is how we're gonna begin speaking. 00:02:31.470 --> 00:02:34.650 And with enough repetition, the rest is gonna flow really naturally. 00:02:34.830 --> 00:02:36.480 So we're gonna combine here a few elements. 00:02:36.480 --> 00:02:40.560 Number one is the slap formula, and if you need help on that, that's also in 00:02:40.565 --> 00:02:43.050 the playlist, inside the pitch, like a program, sales training video library. 00:02:43.050 --> 00:02:46.110 So grab that freebie and in there you're gonna learn all the whole like click the 00:02:46.110 --> 00:02:49.290 pitching playlist, you'll learn all about the SLAP formula and a bunch of in depth. 00:02:50.020 --> 00:02:52.300 And if you want more, you can grab my, uh, full sales system called 00:02:52.300 --> 00:02:53.410 the Roofing Sales Success Formula. 00:02:53.620 --> 00:02:55.420 I teach you the works inside there. 00:02:56.410 --> 00:02:56.800 All right. 00:02:57.609 --> 00:02:58.120 Say hi. 00:02:58.125 --> 00:02:59.859 Break the ice, slap, say hi. 00:02:59.859 --> 00:03:00.490 Break the ice. 00:03:01.750 --> 00:03:02.740 Let 'em know why you're there. 00:03:03.525 --> 00:03:05.445 Through justify the reason you're stopping by. 00:03:05.925 --> 00:03:10.665 Ask an open-ended question that makes them think before they respond, Not yes or no. 00:03:11.085 --> 00:03:13.875 They have to think about it, and then p present to their answer. 00:03:13.875 --> 00:03:16.155 So all we need to really worry about is saying, Hi, I'm breaking the ice 00:03:16.155 --> 00:03:18.465 and letting them know why we stop by. 00:03:18.765 --> 00:03:21.735 And I'm gonna make that even easier cuz there's only five 00:03:21.765 --> 00:03:23.085 reasons that you're stopping by. 00:03:23.085 --> 00:03:23.865 Have you thought about this before? 00:03:23.955 --> 00:03:26.775 The five reasons that you're stopping by, I'm gonna give 'em to you number one. 00:03:26.940 --> 00:03:28.980 You're brand new in the neighborhood, meaning you haven't shown 00:03:28.980 --> 00:03:29.760 up, no one knows who you are. 00:03:29.760 --> 00:03:33.990 No one recognizes this logo on your shirt, and you're showing up fighting 00:03:33.990 --> 00:03:35.670 the big uphill battle of being cold. 00:03:35.790 --> 00:03:35.940 Okay? 00:03:35.940 --> 00:03:38.850 So that's the first reason that you're stopping by, and we wanna just make it 00:03:38.850 --> 00:03:40.620 sound as familiar, natural as possible. 00:03:40.800 --> 00:03:42.630 Hey, listen, my name's Adam, the roof strategist. 00:03:42.630 --> 00:03:45.300 The reason I'm stopping by talking to some of the folks here on Lexington Lane. 00:03:45.780 --> 00:03:46.380 That's the truth. 00:03:46.500 --> 00:03:49.380 I don't ever recommend that you fibb or lie or talk about 00:03:49.380 --> 00:03:50.340 neighbors that don't exist. 00:03:50.640 --> 00:03:53.489 Always, always just share the truth and you can say that I'm speaking 00:03:53.489 --> 00:03:55.799 with some of the neighbors here, even if you've never been up on the roof. 00:03:55.829 --> 00:03:57.899 Now, if you have now, you can share some more specifics. 00:03:58.440 --> 00:04:01.200 Reason number two that you're stopping by is after you sign a customer. 00:04:01.204 --> 00:04:04.380 So the minute I'd leave that house with a deal, I'm knocking the neighbors and I'm 00:04:04.380 --> 00:04:05.760 letting them know, Hey, my name's Adam. 00:04:05.760 --> 00:04:08.459 The reason I'm stopping by Peggy just chose us to do her roof. 00:04:08.940 --> 00:04:11.310 All right, reason number three that you're stopping. 00:04:12.000 --> 00:04:13.049 The job gets scheduled. 00:04:13.049 --> 00:04:16.649 Now, most people don't do this, but I know in my sales system and I give 00:04:16.649 --> 00:04:19.019 you all the stuff to use and tell you what to do at what stage and 00:04:19.019 --> 00:04:20.579 all that part of the whole process. 00:04:20.789 --> 00:04:24.360 But we're gonna leave that door hanger letter at the door, not the glossy 00:04:24.360 --> 00:04:26.849 thing, door hanger letter, letting them know about production coming up. 00:04:26.849 --> 00:04:29.669 We're also gonna be sending a direct mail letter so that way it is so easy 00:04:29.675 --> 00:04:31.260 for us on install date when we show up. 00:04:31.740 --> 00:04:34.770 Have our approach at the do door, which is a fourth reason on install day. 00:04:35.070 --> 00:04:37.680 And the fifth reason is we're back in the neighborhood after we've 00:04:37.680 --> 00:04:38.910 done roofs in that neighborhood. 00:04:39.270 --> 00:04:42.300 So by blending these all together that slap form, let's say high, break the ice. 00:04:42.300 --> 00:04:43.500 Let 'em know why you're stopped by. 00:04:43.505 --> 00:04:45.810 Ask an open ended question and present to their answer. 00:04:46.260 --> 00:04:47.219 Mix with the five. 00:04:47.310 --> 00:04:49.110 Only five reasons that you're gonna be there. 00:04:49.110 --> 00:04:49.920 Brand new in the neighborhood. 00:04:49.920 --> 00:04:50.909 New customer job scheduled. 00:04:50.909 --> 00:04:51.360 They install. 00:04:51.360 --> 00:04:52.110 Install complete. 00:04:52.395 --> 00:04:55.604 You now have a very easy and simple framework to follow, starting in the 00:04:55.604 --> 00:04:58.935 very next sales appointment you run so you know exactly what to say when 00:04:58.935 --> 00:05:02.205 you approach the door and you never have that experience of facing that 00:05:02.210 --> 00:05:05.055 point of no return and getting rejected and tongue tied and losing the deal. 00:05:05.325 --> 00:05:08.924 So there it is, and if you want the full system for you or your team 00:05:09.255 --> 00:05:12.015 layering in all the different sales touch points, all the marketing material 00:05:12.015 --> 00:05:14.835 to self generate leads, check out the Roofing Sales Success formula. 00:05:14.835 --> 00:05:16.844 There's a link in the description below, and we're happy to 00:05:16.844 --> 00:05:18.435 chat with you at 3 0 3 2 2. 00:05:19.215 --> 00:05:20.325 Seventy one thirty three. 00:05:20.325 --> 00:05:22.575 There's a phone number written down in there and you can call or text. 00:05:22.905 --> 00:05:24.375 And uh, I'm so excited to have you here. 00:05:24.435 --> 00:05:25.275 I wanna hear from you. 00:05:25.275 --> 00:05:28.845 Drop a comment, let me know if this worked for you, what kind of struggles you face, 00:05:28.845 --> 00:05:30.315 and it might inspire a future video. 00:05:30.585 --> 00:05:32.565 So just cuz our time here is about to wrap up doesn't mean 00:05:32.565 --> 00:05:33.585 you are, and my time has to. 00:05:33.585 --> 00:05:36.615 So click right here now, all this freebie and let's get you inside our 00:05:36.615 --> 00:05:40.065 new free training center and binging through that objections or pitching 00:05:40.065 --> 00:05:41.445 playlists, you can learn even more. 00:05:41.715 --> 00:05:45.015 And if you wanna hang with me here on YouTube, hop into this playlist to start 00:05:45.020 --> 00:05:47.655 learning a bit more about my slab formula and we'll see you on the next one.