WEBVTT NOTE This file was generated by Descript 00:00:00.330 --> 00:00:04.240 We are fighting an uphill battle against the horrible 00:00:04.320 --> 00:00:07.260 reputation of roofers in general. 00:00:07.470 --> 00:00:12.690 Now, whether you are a five star rated company or have the moral and ethical 00:00:12.690 --> 00:00:16.995 principles that just fuel your business and how you take care of people, It 00:00:17.025 --> 00:00:20.685 ultimately really doesn't matter in the minds of our customers because they group 00:00:20.685 --> 00:00:23.355 almost all of us into this box, right? 00:00:23.535 --> 00:00:24.494 You're a scam artist. 00:00:24.494 --> 00:00:25.275 A conno artist. 00:00:25.455 --> 00:00:27.615 We hear the news media blasting. 00:00:27.615 --> 00:00:28.575 Don't trust roofers. 00:00:28.575 --> 00:00:29.685 Watch out for roofing scams. 00:00:29.685 --> 00:00:31.365 Watch out for door-to-door salespeople. 00:00:31.755 --> 00:00:33.675 All of the media is against. 00:00:33.725 --> 00:00:36.845 To us, the insurance companies are blasting out letters. 00:00:36.845 --> 00:00:39.185 Now, we've seen this in Florida saying every contractor that 00:00:39.185 --> 00:00:40.895 shows up do not work with them. 00:00:40.895 --> 00:00:42.905 They will get on your roof and cause mechanical damage. 00:00:43.085 --> 00:00:44.135 This is insane. 00:00:44.805 --> 00:00:45.365 Absolute language. 00:00:45.365 --> 00:00:47.075 That's just not fair and not true. 00:00:47.315 --> 00:00:49.845 And we have fellow roofers putting up blogs about. 00:00:50.330 --> 00:00:54.000 Scams and con artists, and we have homeowners who are chatting about their 00:00:54.000 --> 00:00:55.680 horrible experiences with roofers. 00:00:55.860 --> 00:00:58.769 And then to add insult to injury, I wanna show you this. 00:00:58.769 --> 00:01:02.730 This is a a incognito tab, and I just wanna show you the predictive search. 00:01:02.879 --> 00:01:05.280 When I just begin a, a roof search. 00:01:05.429 --> 00:01:07.650 Look at this roofer scams. 00:01:07.890 --> 00:01:09.600 This is what we're up against. 00:01:09.750 --> 00:01:11.070 We are up against. 00:01:12.165 --> 00:01:14.925 Article upon article upon article. 00:01:14.955 --> 00:01:16.515 How do you tell if a roofer's scamming you? 00:01:16.515 --> 00:01:17.505 What are some roofing scams? 00:01:17.505 --> 00:01:18.435 How do you not get scammed? 00:01:18.585 --> 00:01:20.175 How do I know if the roofer did a good job? 00:01:20.735 --> 00:01:24.495 No one trusts us and that's a shame, but the good news. 00:01:25.215 --> 00:01:26.685 Our industry is changing. 00:01:26.685 --> 00:01:32.205 And if you're here, you are part of the cause of bringing some true honor into 00:01:32.205 --> 00:01:36.255 the roofing industry, bringing in true professionalism, a servant's heart, and 00:01:36.255 --> 00:01:39.795 doing the right thing so we can earn the business by saying the right thing and 00:01:39.795 --> 00:01:41.775 then truly take care of our customers. 00:01:42.105 --> 00:01:45.415 So in this video, I'm gonna be sharing with you how I've approached 00:01:45.415 --> 00:01:48.525 this in the past by starting with a story that I experie. 00:01:48.590 --> 00:01:51.020 Firsthand when I wasn't even selling. 00:01:51.290 --> 00:01:52.670 That's how much people hate roofers. 00:01:53.000 --> 00:01:56.420 Before we get to it, I just wanna say a quick welcome or welcome back. 00:01:56.660 --> 00:02:00.170 My name is Adam Binman, the roof strategist, and everything that I do 00:02:00.170 --> 00:02:03.290 here is designed to help you and your team smash your income goal and give 00:02:03.290 --> 00:02:04.880 every customer an amazing experience. 00:02:05.000 --> 00:02:07.610 And I haven't shared this that much on YouTube here, but. 00:02:08.074 --> 00:02:13.835 One of my biggest whys of why I do this is that I never had access to 00:02:14.105 --> 00:02:17.705 the resources like YouTube channels or, or information, or even free 00:02:17.705 --> 00:02:20.285 information to help me in my journey. 00:02:20.315 --> 00:02:25.295 And the reality is nearly 66% of roofing salespeople quit or 00:02:25.295 --> 00:02:26.405 get fired in their first year. 00:02:26.465 --> 00:02:28.895 And the main reason for that is just lack of knowledge. 00:02:29.150 --> 00:02:32.360 And lack of understanding of how it goes, lack of training. 00:02:32.600 --> 00:02:34.610 And oftentimes it's the mental side. 00:02:34.610 --> 00:02:38.060 We're grouped into this category of roofers, so it begins to poison our 00:02:38.060 --> 00:02:39.380 mind of what homeowners tell us. 00:02:39.380 --> 00:02:40.370 And then we say, You know what? 00:02:40.520 --> 00:02:41.570 I don't wanna be in this industry. 00:02:41.570 --> 00:02:42.200 It's full of scumbags. 00:02:42.959 --> 00:02:43.679 I've been through that. 00:02:43.679 --> 00:02:45.179 Have you, have you questioned it? 00:02:45.450 --> 00:02:46.829 Well, I don't want that to happen to you. 00:02:46.829 --> 00:02:49.410 So in this video, let's start talking about how you can fight 00:02:49.410 --> 00:02:50.670 against this horrible reputation. 00:02:50.850 --> 00:02:51.209 All right? 00:02:51.510 --> 00:02:54.390 Now, if you do want more, I do invite you, by the way, to get a 00:02:54.390 --> 00:02:57.030 free copy of my pitch, like a pro roofing sales training video library. 00:02:57.239 --> 00:02:58.980 It's available here@theroofstrategist.com. 00:02:59.040 --> 00:03:01.140 And the cool thing is we have something new and it's our 00:03:01.140 --> 00:03:02.459 brand new free training center. 00:03:02.609 --> 00:03:05.040 So, uh, if you already have the pitch, like a pro roofing sales 00:03:05.040 --> 00:03:07.950 training video library, you're gonna be getting an email from us to get 00:03:07.950 --> 00:03:09.030 you into the new free training. 00:03:09.960 --> 00:03:12.480 Where you're gonna see a welcome video, You're gonna get the pitch, like a pro 00:03:12.480 --> 00:03:13.950 roofing sales training video library. 00:03:14.100 --> 00:03:15.840 You're gonna get my new roof Flames crash course. 00:03:15.990 --> 00:03:18.330 My recommended reading list, 10 closing techniques for every 00:03:18.330 --> 00:03:22.140 situation, and a direct link to the wildly profitable sales system that 00:03:22.145 --> 00:03:23.430 customers and salespeople love. 00:03:23.580 --> 00:03:25.830 That one is hosted on Owens Corning University, and it's 00:03:25.830 --> 00:03:28.170 exclusive there, but you'll have links to everything right inside. 00:03:28.170 --> 00:03:30.150 So head in order, the roof strategist.com right now. 00:03:30.330 --> 00:03:33.690 Or if you're uh, on the road and can safely text, text the 00:03:33.690 --> 00:03:36.610 word free, f r e e to three oh. 00:03:37.145 --> 00:03:39.965 2 2 2 71 33. 00:03:40.295 --> 00:03:41.465 All right, let's get to it. 00:03:41.465 --> 00:03:45.215 So what I wanna share with you is when you are grouped into the 00:03:45.215 --> 00:03:49.325 horrible, uh, reputation of roofers, we need to rise to the occasion. 00:03:49.325 --> 00:03:51.005 We need to meet homeowners head on. 00:03:51.185 --> 00:03:52.954 We need to face the uncomfortable. 00:03:53.105 --> 00:03:55.085 But first, I just wanna share a story with you. 00:03:55.515 --> 00:04:00.475 It was a few weeks after a really big storm hit my hometown. 00:04:00.480 --> 00:04:03.975 It was hail and wind and a bunch of rain. 00:04:04.335 --> 00:04:06.765 And there's two lakes in Madison, Wisconsin for my friends 00:04:06.765 --> 00:04:07.935 who are, who are from there. 00:04:07.995 --> 00:04:11.655 And I live just o off of Lake Mendota, which is a big lake. 00:04:11.835 --> 00:04:16.035 And when the water level rises, the homes are so close to the water that they enact 00:04:16.035 --> 00:04:17.654 what, what's called a no wake zoning. 00:04:17.654 --> 00:04:19.454 The boats can't go fast, can't cause wake. 00:04:19.725 --> 00:04:20.475 And when this. 00:04:21.160 --> 00:04:22.600 Sheena and I were like, You know what? 00:04:22.600 --> 00:04:25.930 This is a rare opportunity for us to get out on our paddle boards and let's 00:04:25.930 --> 00:04:31.030 go explore the lake with, you know, water, like glass, and enjoy a really 00:04:31.030 --> 00:04:32.650 rare opportunity where this happens. 00:04:33.250 --> 00:04:35.500 So we drive just around the corners. 00:04:35.500 --> 00:04:36.760 We live not far off the lake. 00:04:36.760 --> 00:04:39.910 We park in a neighborhood, grab our boards, and I'm about 50 00:04:39.910 --> 00:04:41.360 feet from my truck when it. 00:04:42.780 --> 00:04:45.990 Screen door flies open and this woman charges out of 00:04:45.990 --> 00:04:47.070 her backyard on the channel. 00:04:47.250 --> 00:04:50.219 She has her finger up and she's scolding and she's screaming. 00:04:50.280 --> 00:04:53.820 And I'm literally on my board looking around, looking at Sheena. 00:04:53.825 --> 00:04:54.930 I'm like, Sheena's on her board. 00:04:55.110 --> 00:04:56.219 What is going on? 00:04:56.219 --> 00:04:57.930 What is this woman so irate about? 00:04:58.289 --> 00:05:00.560 And it wasn't until I started to hear these audible. 00:05:00.885 --> 00:05:04.635 Curse words and, and that she was insulting me and calling us, me a 00:05:04.635 --> 00:05:06.825 scammer and saying to go get a real job. 00:05:06.885 --> 00:05:10.664 And I'm sitting here and I look down, I'm wearing no shirt and I'm wearing 00:05:10.664 --> 00:05:12.825 swim trunks and I'm on a paddle board. 00:05:12.885 --> 00:05:14.205 And that's when it clicked. 00:05:14.505 --> 00:05:17.775 I looked over my shoulder and saw what she saw, and you know what it was? 00:05:18.125 --> 00:05:20.465 My truck that said roofer. 00:05:20.854 --> 00:05:27.155 This woman was so frustrated with roofers that she assumed that my roofing 00:05:27.155 --> 00:05:30.575 truck was the, the, the sly tactic. 00:05:30.575 --> 00:05:36.305 I had to paddle through the channels into people's backyards and try to make sales. 00:05:37.150 --> 00:05:41.500 Now, I cannot tell you how hard it took me to bite my tongue as she's calling 00:05:41.500 --> 00:05:45.460 me a scammer and a con artist, and to go get a real job and to go back 00:05:45.465 --> 00:05:50.380 where I came from and all the things that you've heard before, to just 00:05:50.380 --> 00:05:54.970 take a breath and say, Ma'am, I'm very sorry to see that you're so upset. 00:05:55.210 --> 00:05:56.440 I don't know what to tell. 00:05:57.360 --> 00:05:58.980 Uh, yes, I am a roofer. 00:05:59.370 --> 00:06:01.110 I live around the corner. 00:06:01.140 --> 00:06:05.220 My wife and I are simply here to go for a paddle board on Saturday afternoon 00:06:05.520 --> 00:06:07.380 because there's no wake on the lake. 00:06:08.070 --> 00:06:10.290 This woman turned white like a ghost. 00:06:10.440 --> 00:06:15.720 She felt so incredibly stupid, and then she apologized to me. 00:06:16.440 --> 00:06:17.340 But you know what? 00:06:17.430 --> 00:06:22.830 Her response was so emotionally charged because of her direct experience, because 00:06:22.830 --> 00:06:26.670 of what she saw in the news and because of the disruption she felt at her home. 00:06:26.730 --> 00:06:29.220 And it doesn't matter if you're storm in retail. 00:06:29.520 --> 00:06:33.794 So the best advice that I have for you in anyone, on your 00:06:33.794 --> 00:06:35.054 team who's dealing with this. 00:06:35.054 --> 00:06:40.244 And by the way, please share this video with all of the new people on 00:06:40.244 --> 00:06:43.515 your team because you and I both know they're going through this and they're 00:06:43.515 --> 00:06:47.924 not equipped yet with the confidence to stand proudly in the roofing 00:06:47.924 --> 00:06:49.784 sales position and hit this head on. 00:06:50.114 --> 00:06:50.924 So here we have it. 00:06:51.135 --> 00:06:55.094 Let me grab my little notepad and we are gonna jump in and give you a few tips of 00:06:55.094 --> 00:06:57.104 how to overcome this in the real world. 00:06:57.405 --> 00:07:01.094 Number one is I want you to agree or acknowledge. 00:07:01.815 --> 00:07:03.344 What the homeowner is saying. 00:07:03.344 --> 00:07:08.744 And yes, this is very similar to my aro, acknowledge, reassure, overcome formula. 00:07:08.744 --> 00:07:12.284 By the way, I do teach this objection Handling formula in my full sales system. 00:07:12.494 --> 00:07:16.304 Uh, there's a link in the description and, uh, if you're interested, you 00:07:16.304 --> 00:07:21.194 can also call or text (303) 222-7133. 00:07:21.315 --> 00:07:24.614 If you're interested in a demo, If you just text the word demo over there, 00:07:24.734 --> 00:07:27.405 you'll get a link back right away at a bit book of time for a call. 00:07:27.405 --> 00:07:29.775 And then, uh, our team will happily answer any questions that. 00:07:30.469 --> 00:07:33.469 So number one is we need to acknowledge that homeowner head on and say, Mr. 00:07:33.469 --> 00:07:33.830 And Mrs. 00:07:33.830 --> 00:07:37.280 Homeowner, I completely understand and believe me, this is a battle 00:07:37.280 --> 00:07:40.130 that I fight every single day. 00:07:40.935 --> 00:07:44.505 I am grouped into the category of horrible roofers because you have 00:07:44.935 --> 00:07:46.155 probably seen roofers on the news. 00:07:46.305 --> 00:07:47.235 You've heard of the scams. 00:07:47.235 --> 00:07:48.974 You've seen other roofing companies talk about it. 00:07:49.125 --> 00:07:50.385 You've seen the news, talk about it. 00:07:50.385 --> 00:07:52.815 You've seen insurance companies talk about it, and now what 00:07:52.815 --> 00:07:55.094 I'm doing is I'm repeating back to them what they're thinking. 00:07:55.335 --> 00:07:55.695 Okay? 00:07:55.875 --> 00:07:59.565 So this is what we call reassuring the homeowner, that they're normal. 00:07:59.745 --> 00:08:03.735 Now, one key piece on this, when we reassure them, what we wanna do 00:08:03.735 --> 00:08:05.025 is tell them what they're thinking. 00:08:06.195 --> 00:08:08.835 Tell them what they're thinking. 00:08:09.044 --> 00:08:13.094 The cool part about doing this is if you are wrong, they'll correct you. 00:08:13.455 --> 00:08:18.405 That's a really powerful technique, by the way, uh, used in FBI negotiations and it's 00:08:18.409 --> 00:08:20.685 called elicitation more on that later. 00:08:21.164 --> 00:08:23.565 But when we say, Hey, I understand you've seen this in the news. 00:08:23.565 --> 00:08:25.335 You've probably had some bad experiences with people showing 00:08:25.335 --> 00:08:26.505 up, maybe a bad direct experience. 00:08:26.505 --> 00:08:28.815 You've seen it on, on, on the media, you've. 00:08:29.415 --> 00:08:32.565 Letters or notices from your insurance agent or insurance company, 00:08:32.595 --> 00:08:34.185 and they're like, Yeah, I have. 00:08:34.215 --> 00:08:37.755 And then what happens is builds trust cuz you've just faced it head on. 00:08:37.845 --> 00:08:41.835 And then number one, the third thing you want to do is then overcome this. 00:08:42.105 --> 00:08:43.995 And how are we gonna overcome this one? 00:08:44.205 --> 00:08:46.695 We are gonna overcome it by giving them an option. 00:08:47.064 --> 00:08:48.485 To test us for themselves. 00:08:48.485 --> 00:08:52.655 So we're gonna remove their risk and concern and offer a path forward 00:08:52.655 --> 00:08:55.775 so we can prove to them and they can experience for themselves why 00:08:55.775 --> 00:08:57.574 we are not like everybody else. 00:08:57.725 --> 00:08:58.775 So how do we do that? 00:08:58.925 --> 00:08:59.495 Hey, Mr. 00:08:59.495 --> 00:09:01.775 Homeowner, and I'll stitch this together here right at the end, Mr. 00:09:01.775 --> 00:09:02.225 Homeowner. 00:09:02.255 --> 00:09:04.985 What I wanna do first is of course I can sit here and tell 00:09:04.985 --> 00:09:06.485 you I'm not like the other guys. 00:09:06.725 --> 00:09:09.095 I could tell you till I'm blue in the face and it means nothing. 00:09:09.305 --> 00:09:11.704 What means something is what other people. 00:09:12.915 --> 00:09:15.314 saying about us, and this is where we wanna show our social 00:09:15.314 --> 00:09:18.584 proof, pulling up our Google reviews, better business reviews. 00:09:18.735 --> 00:09:22.925 In fact, I show bad reviews and then our response to 'em. 00:09:22.930 --> 00:09:27.285 So I even brought up the Better Business Bureau and showed the one star review, 00:09:27.435 --> 00:09:31.005 showed what the customer said, talked about what we did and how we handled it. 00:09:31.395 --> 00:09:34.755 When we can address this stuff head on, it puts them at ease. 00:09:35.025 --> 00:09:37.454 So you don't necessarily have to show 'em bad reviews. 00:09:37.454 --> 00:09:40.724 I know many of you might be freaking out, but to me I looked at that as an opportu. 00:09:40.810 --> 00:09:46.239 There's not one bad review sat without an honest response of trying to help 00:09:46.239 --> 00:09:47.650 and make things right for the homeowner. 00:09:47.890 --> 00:09:51.760 So show that social proof of what other people say about you. 00:09:51.910 --> 00:09:55.540 Then even showcase your bad reviews and how you've overcome them, and then 00:09:55.780 --> 00:10:00.339 explain and show how you're different. 00:10:02.380 --> 00:10:04.180 Okay, I'm just gonna write show your difference. 00:10:04.390 --> 00:10:05.380 So I'll give you an example. 00:10:05.410 --> 00:10:06.939 You know, the top complaints, Mr. 00:10:06.939 --> 00:10:10.060 Homeowner of roofing companies and contractors in. 00:10:10.860 --> 00:10:12.210 They don't show up on time. 00:10:12.720 --> 00:10:14.220 It costs more than they expected. 00:10:14.670 --> 00:10:18.930 Took too long in horrible communication and horrible follow through. 00:10:19.260 --> 00:10:22.230 This is the problem with contractors working with us. 00:10:22.350 --> 00:10:24.990 We, we are different, and I could tell you until I'm blue in the face, 00:10:24.990 --> 00:10:27.540 but I just wanna share with you our company values and how we work. 00:10:27.780 --> 00:10:29.340 Number one, we show up on time. 00:10:29.340 --> 00:10:31.319 If we're not on time, we're gonna be in contact with you. 00:10:31.500 --> 00:10:35.730 Number two, we do what we say we're gonna do, and with our process, 00:10:35.730 --> 00:10:38.550 you can hold us accountable to doing what we say we're gonna do. 00:10:38.550 --> 00:10:40.860 Cause we believe in a transparent communication and. 00:10:41.390 --> 00:10:44.330 When you do work with us, you are gonna get, and then we lay out all the steps. 00:10:44.330 --> 00:10:46.699 So that experience they're gonna have with us. 00:10:46.790 --> 00:10:50.390 When you work with us, you're gonna get a text message and email notification 00:10:50.390 --> 00:10:53.240 of all the critical updates of your project you're gonna be in. 00:10:53.300 --> 00:10:55.730 I'll be in touch with you, or our office or production team 00:10:55.730 --> 00:10:56.540 will be in touch with you. 00:10:56.780 --> 00:10:58.730 We're gonna prep your home beforehand. 00:10:58.880 --> 00:11:01.280 And by the way, the project's not done until we do our certificate of 00:11:01.280 --> 00:11:05.569 completion and you walk around the home with us and sign off on that project. 00:11:05.810 --> 00:11:06.890 So what I'd love, Mr. 00:11:06.890 --> 00:11:09.380 Homeowner, is an opportunity to prove to. 00:11:10.040 --> 00:11:14.930 That we are different to prove to you that we are a contractor that you will happily 00:11:14.930 --> 00:11:16.580 welcome into your home to serve you. 00:11:16.820 --> 00:11:19.880 And if for any reason you're not satisfied, you let me know and we will 00:11:19.885 --> 00:11:21.590 get to the bottom of it right away. 00:11:21.860 --> 00:11:24.530 All right, So there you have it again, just to loop all this back 00:11:24.530 --> 00:11:26.780 together, one, we need to acknowledge that homeowner and say, Hey, I 00:11:26.785 --> 00:11:28.220 understand I fight this every day. 00:11:28.580 --> 00:11:28.670 Yep. 00:11:29.295 --> 00:11:32.444 We're all grouped into the, into the category of, again, reassuring them, 00:11:32.444 --> 00:11:35.925 telling them what they're thinking, being a scammer and con artist, battling 00:11:35.925 --> 00:11:39.255 what the news says, battling what other roofers are saying, battling 00:11:39.255 --> 00:11:42.255 what insurance companies say about us, maybe what your agent has told you. 00:11:42.494 --> 00:11:42.915 All right? 00:11:43.125 --> 00:11:46.094 But unfortunately, you know, this is something that I have to deal 00:11:46.094 --> 00:11:49.395 with every day and I can't, I can explain it away all you want, but 00:11:49.395 --> 00:11:50.564 I know it doesn't mean anything. 00:11:50.714 --> 00:11:52.785 So I'd like to start off with a, showing you some of our reviews. 00:11:52.964 --> 00:11:54.614 In fact, I'd like for you to see some of our bad. 00:11:55.350 --> 00:11:57.630 What people have said and how we've responded, cuz it is 00:11:57.630 --> 00:11:58.920 construction things go wrong. 00:11:59.130 --> 00:12:03.510 But most importantly, I'd like to show you how we're different and how we are 00:12:03.630 --> 00:12:09.000 working so hard to, to heal the reputation that roofers have in our industry. 00:12:09.180 --> 00:12:10.770 One customer at a time. 00:12:11.100 --> 00:12:14.790 Do I have the opportunity to show you for, for, for, for you and 00:12:15.060 --> 00:12:17.700 for you to be the judge And that homeowner is gonna say, You know what? 00:12:17.700 --> 00:12:20.040 I really appreciate you addressing that head on and leaning into it. 00:12:20.040 --> 00:12:20.220 I. 00:12:20.985 --> 00:12:21.915 And there you have it. 00:12:22.095 --> 00:12:26.145 By simply coming along compassionately and not getting all flustered, I promise 00:12:26.145 --> 00:12:30.195 you you're gonna have a great shot of not only fighting against a horrible 00:12:30.195 --> 00:12:34.485 reputation, but preserving your mental wellness and your own mindset so you 00:12:34.485 --> 00:12:37.155 can be as proud as you should be. 00:12:37.365 --> 00:12:40.875 Being a true servant here in the roofing industry. 00:12:41.055 --> 00:12:43.575 Hey, I'm really glad you joined me today and just cuz our time 00:12:43.575 --> 00:12:45.795 here is about to wrap up, doesn't mean you're in my time, has to. 00:12:46.005 --> 00:12:48.585 So if you have gotten into my free training center, I want you to 00:12:48.585 --> 00:12:51.585 click right here and download a free copy of my pitch, like a pro 00:12:51.590 --> 00:12:52.725 roofing sales training video library. 00:12:52.725 --> 00:12:53.535 And let me change that. 00:12:53.655 --> 00:12:54.555 It's not download. 00:12:54.555 --> 00:12:57.255 You're gonna get a link to log into our free training center. 00:12:57.255 --> 00:12:58.455 It's new, it's still new for me. 00:12:58.665 --> 00:13:01.035 And if you want to hang out with me here on YouTube, hop right into this video. 00:13:01.035 --> 00:13:03.525 They think you're really gonna love it and I will see you on the next.