We are fighting an uphill battle against the horrible
reputation of roofers in general.
Now, whether you are a five star rated company or have the moral and ethical
principles that just fuel your business and how you take care of people, It
ultimately really doesn't matter in the minds of our customers because they group
almost all of us into this box, right?
You're a scam artist.
A conno artist.
We hear the news media blasting.
Don't trust roofers.
Watch out for roofing scams.
Watch out for door-to-door salespeople.
All of the media is against.
To us, the insurance companies are blasting out letters.
Now, we've seen this in Florida saying every contractor that
shows up do not work with them.
They will get on your roof and cause mechanical damage.
This is insane.
Absolute language.
That's just not fair and not true.
And we have fellow roofers putting up blogs about.
Scams and con artists, and we have homeowners who are chatting about their
horrible experiences with roofers.
And then to add insult to injury, I wanna show you this.
This is a a incognito tab, and I just wanna show you the predictive search.
When I just begin a, a roof search.
Look at this roofer scams.
This is what we're up against.
We are up against.
Article upon article upon article.
How do you tell if a roofer's scamming you?
What are some roofing scams?
How do you not get scammed?
How do I know if the roofer did a good job?
No one trusts us and that's a shame, but the good news.
Our industry is changing.
And if you're here, you are part of the cause of bringing some true honor into
the roofing industry, bringing in true professionalism, a servant's heart, and
doing the right thing so we can earn the business by saying the right thing and
then truly take care of our customers.
So in this video, I'm gonna be sharing with you how I've approached
this in the past by starting with a story that I experie.
Firsthand when I wasn't even selling.
That's how much people hate roofers.
Before we get to it, I just wanna say a quick welcome or welcome back.
My name is Adam Binman, the roof strategist, and everything that I do
here is designed to help you and your team smash your income goal and give
every customer an amazing experience.
And I haven't shared this that much on YouTube here, but.
One of my biggest whys of why I do this is that I never had access to
the resources like YouTube channels or, or information, or even free
information to help me in my journey.
And the reality is nearly 66% of roofing salespeople quit or
get fired in their first year.
And the main reason for that is just lack of knowledge.
And lack of understanding of how it goes, lack of training.
And oftentimes it's the mental side.
We're grouped into this category of roofers, so it begins to poison our
mind of what homeowners tell us.
And then we say, You know what?
I don't wanna be in this industry.
It's full of scumbags.
I've been through that.
Have you, have you questioned it?
Well, I don't want that to happen to you.
So in this video, let's start talking about how you can fight
against this horrible reputation.
All right?
Now, if you do want more, I do invite you, by the way, to get a
free copy of my pitch, like a pro roofing sales training video library.
It's available here@theroofstrategist.com.
And the cool thing is we have something new and it's our
brand new free training center.
So, uh, if you already have the pitch, like a pro roofing sales
training video library, you're gonna be getting an email from us to get
you into the new free training.
Where you're gonna see a welcome video, You're gonna get the pitch, like a pro
roofing sales training video library.
You're gonna get my new roof Flames crash course.
My recommended reading list, 10 closing techniques for every
situation, and a direct link to the wildly profitable sales system that
customers and salespeople love.
That one is hosted on Owens Corning University, and it's
exclusive there, but you'll have links to everything right inside.
So head in order, the roof strategist.com right now.
Or if you're uh, on the road and can safely text, text the
word free, f r e e to three oh.
2 2 2 71 33.
All right, let's get to it.
So what I wanna share with you is when you are grouped into the
horrible, uh, reputation of roofers, we need to rise to the occasion.
We need to meet homeowners head on.
We need to face the uncomfortable.
But first, I just wanna share a story with you.
It was a few weeks after a really big storm hit my hometown.
It was hail and wind and a bunch of rain.
And there's two lakes in Madison, Wisconsin for my friends
who are, who are from there.
And I live just o off of Lake Mendota, which is a big lake.
And when the water level rises, the homes are so close to the water that they enact
what, what's called a no wake zoning.
The boats can't go fast, can't cause wake.
And when this.
Sheena and I were like, You know what?
This is a rare opportunity for us to get out on our paddle boards and let's
go explore the lake with, you know, water, like glass, and enjoy a really
rare opportunity where this happens.
So we drive just around the corners.
We live not far off the lake.
We park in a neighborhood, grab our boards, and I'm about 50
feet from my truck when it.
Screen door flies open and this woman charges out of
her backyard on the channel.
She has her finger up and she's scolding and she's screaming.
And I'm literally on my board looking around, looking at Sheena.
I'm like, Sheena's on her board.
What is going on?
What is this woman so irate about?
And it wasn't until I started to hear these audible.
Curse words and, and that she was insulting me and calling us, me a
scammer and saying to go get a real job.
And I'm sitting here and I look down, I'm wearing no shirt and I'm wearing
swim trunks and I'm on a paddle board.
And that's when it clicked.
I looked over my shoulder and saw what she saw, and you know what it was?
My truck that said roofer.
This woman was so frustrated with roofers that she assumed that my roofing
truck was the, the, the sly tactic.
I had to paddle through the channels into people's backyards and try to make sales.
Now, I cannot tell you how hard it took me to bite my tongue as she's calling
me a scammer and a con artist, and to go get a real job and to go back
where I came from and all the things that you've heard before, to just
take a breath and say, Ma'am, I'm very sorry to see that you're so upset.
I don't know what to tell.
Uh, yes, I am a roofer.
I live around the corner.
My wife and I are simply here to go for a paddle board on Saturday afternoon
because there's no wake on the lake.
This woman turned white like a ghost.
She felt so incredibly stupid, and then she apologized to me.
But you know what?
Her response was so emotionally charged because of her direct experience, because
of what she saw in the news and because of the disruption she felt at her home.
And it doesn't matter if you're storm in retail.
So the best advice that I have for you in anyone, on your
team who's dealing with this.
And by the way, please share this video with all of the new people on
your team because you and I both know they're going through this and they're
not equipped yet with the confidence to stand proudly in the roofing
sales position and hit this head on.
So here we have it.
Let me grab my little notepad and we are gonna jump in and give you a few tips of
how to overcome this in the real world.
Number one is I want you to agree or acknowledge.
What the homeowner is saying.
And yes, this is very similar to my aro, acknowledge, reassure, overcome formula.
By the way, I do teach this objection Handling formula in my full sales system.
Uh, there's a link in the description and, uh, if you're interested, you
can also call or text (303) 222-7133.
If you're interested in a demo, If you just text the word demo over there,
you'll get a link back right away at a bit book of time for a call.
And then, uh, our team will happily answer any questions that.
So number one is we need to acknowledge that homeowner head on and say, Mr.
And Mrs.
Homeowner, I completely understand and believe me, this is a battle
that I fight every single day.
I am grouped into the category of horrible roofers because you have
probably seen roofers on the news.
You've heard of the scams.
You've seen other roofing companies talk about it.
You've seen the news, talk about it.
You've seen insurance companies talk about it, and now what
I'm doing is I'm repeating back to them what they're thinking.
Okay?
So this is what we call reassuring the homeowner, that they're normal.
Now, one key piece on this, when we reassure them, what we wanna do
is tell them what they're thinking.
Tell them what they're thinking.
The cool part about doing this is if you are wrong, they'll correct you.
That's a really powerful technique, by the way, uh, used in FBI negotiations and it's
called elicitation more on that later.
But when we say, Hey, I understand you've seen this in the news.
You've probably had some bad experiences with people showing
up, maybe a bad direct experience.
You've seen it on, on, on the media, you've.
Letters or notices from your insurance agent or insurance company,
and they're like, Yeah, I have.
And then what happens is builds trust cuz you've just faced it head on.
And then number one, the third thing you want to do is then overcome this.
And how are we gonna overcome this one?
We are gonna overcome it by giving them an option.
To test us for themselves.
So we're gonna remove their risk and concern and offer a path forward
so we can prove to them and they can experience for themselves why
we are not like everybody else.
So how do we do that?
Hey, Mr.
Homeowner, and I'll stitch this together here right at the end, Mr.
Homeowner.
What I wanna do first is of course I can sit here and tell
you I'm not like the other guys.
I could tell you till I'm blue in the face and it means nothing.
What means something is what other people.
saying about us, and this is where we wanna show our social
proof, pulling up our Google reviews, better business reviews.
In fact, I show bad reviews and then our response to 'em.
So I even brought up the Better Business Bureau and showed the one star review,
showed what the customer said, talked about what we did and how we handled it.
When we can address this stuff head on, it puts them at ease.
So you don't necessarily have to show 'em bad reviews.
I know many of you might be freaking out, but to me I looked at that as an opportu.
There's not one bad review sat without an honest response of trying to help
and make things right for the homeowner.
So show that social proof of what other people say about you.
Then even showcase your bad reviews and how you've overcome them, and then
explain and show how you're different.
Okay, I'm just gonna write show your difference.
So I'll give you an example.
You know, the top complaints, Mr.
Homeowner of roofing companies and contractors in.
They don't show up on time.
It costs more than they expected.
Took too long in horrible communication and horrible follow through.
This is the problem with contractors working with us.
We, we are different, and I could tell you until I'm blue in the face,
but I just wanna share with you our company values and how we work.
Number one, we show up on time.
If we're not on time, we're gonna be in contact with you.
Number two, we do what we say we're gonna do, and with our process,
you can hold us accountable to doing what we say we're gonna do.
Cause we believe in a transparent communication and.
When you do work with us, you are gonna get, and then we lay out all the steps.
So that experience they're gonna have with us.
When you work with us, you're gonna get a text message and email notification
of all the critical updates of your project you're gonna be in.
I'll be in touch with you, or our office or production team
will be in touch with you.
We're gonna prep your home beforehand.
And by the way, the project's not done until we do our certificate of
completion and you walk around the home with us and sign off on that project.
So what I'd love, Mr.
Homeowner, is an opportunity to prove to.
That we are different to prove to you that we are a contractor that you will happily
welcome into your home to serve you.
And if for any reason you're not satisfied, you let me know and we will
get to the bottom of it right away.
All right, So there you have it again, just to loop all this back
together, one, we need to acknowledge that homeowner and say, Hey, I
understand I fight this every day.
Yep.
We're all grouped into the, into the category of, again, reassuring them,
telling them what they're thinking, being a scammer and con artist, battling
what the news says, battling what other roofers are saying, battling
what insurance companies say about us, maybe what your agent has told you.
All right?
But unfortunately, you know, this is something that I have to deal
with every day and I can't, I can explain it away all you want, but
I know it doesn't mean anything.
So I'd like to start off with a, showing you some of our reviews.
In fact, I'd like for you to see some of our bad.
What people have said and how we've responded, cuz it is
construction things go wrong.
But most importantly, I'd like to show you how we're different and how we are
working so hard to, to heal the reputation that roofers have in our industry.
One customer at a time.
Do I have the opportunity to show you for, for, for, for you and
for you to be the judge And that homeowner is gonna say, You know what?
I really appreciate you addressing that head on and leaning into it.
I.
And there you have it.
By simply coming along compassionately and not getting all flustered, I promise
you you're gonna have a great shot of not only fighting against a horrible
reputation, but preserving your mental wellness and your own mindset so you
can be as proud as you should be.
Being a true servant here in the roofing industry.
Hey, I'm really glad you joined me today and just cuz our time
here is about to wrap up, doesn't mean you're in my time, has to.
So if you have gotten into my free training center, I want you to
click right here and download a free copy of my pitch, like a pro
roofing sales training video library.
And let me change that.
It's not download.
You're gonna get a link to log into our free training center.
It's new, it's still new for me.
And if you want to hang out with me here on YouTube, hop right into this video.
They think you're really gonna love it and I will see you on the next.