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“Because your company is only as STRONG as you are.”
Forward-thinking roofers tune in to get help building STRONG companies, sales teams, leaders, systems, marketing, relationships, culture, and financials.
Whether you own a own a roofing company, manage one, or sell roofs - subscribe to the channel for content that will help you:
1) Close even more roofing sales.
2) Adapt to new roofing industry trends and changes.
3) Take control of your roofing marketing and lead generation.
4) Improve D2D roofing sales.
5) Build the roofing company of tomorrow.
Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
What if I told you that you, whether
you're an individual sales rep or an owner
of a company, could be using direct mail
to get really cheap, easy leads without
even having to outsource it to an agency.
Something that you or your team
could be doing at night while
watching TV to get leads that
are so hot they close like that.
Well, that's what I'm gonna be
teaching you in today's video
because direct mail is not dead.
I wanna show you an email I got
from Noah who sent this to me.
I actually have a few of these
stories that I wanna share with you
so you can see that this is legit.
Noah says, hope all is well.
Adam, a few things for you.
I sent some direct mail letters.
To homes that were missing shingles
and got a call to one, and I
showed up and the wife answered.
She said, she is in marketing and
those things almost never work.
She said she wasn't sure why
it worked, but they called
and I was able to help them.
So the material works.
So this, the material he's
referencing is the material inside
my marketing battle pack, which
is included in my sales system.
Options available, by the way,
from both the reps and owners.
Now, Noah said that this woman is
in marketing and these things don't
work, but for some reason it worked.
For, for them.
Then we've got another letter,
letter from Jeff, and Jeff says,
I'm just gonna read a snippet.
I will sign 4% of the
folks that I mail to.
4% of the people he mails.
Now your results may vary.
He's following the system very
closely and Jeff has even run with
it, been doing some really cool stuff.
4% means for every hundred letters
he mails, he gets four deals.
To put that into comparison on postcard,
mailers or bulk direct mail, which
this is very different, that is your
response rate could be a half percent.
To is as high as 2% just for the lead.
So if half percent to 2% call
the office, then out of those
however many are qualified is
gonna drop off, say about 20%.
And then from there, we book an
appointment, and then you have your
actual close rate, which industry
standard again is about 30%.
Your results may vary.
Maybe you're one of the crazy
high closers, 60, 70%, but either
way, you're getting from 2%.
Another chunk goes out, another
chunk goes out, and then your
close rate versus 4% send a mail.
We've got another, by the way, I have
another guy who did, uh, he emailed me.
He goes like, I got a couple million.
Here's Savannah direct mail works.
And then I got one more of a company that
was very resistant, very resistant to it.
They said they, they don't
believe that it would work.
He says, we got our first three
appointments from direct mail this week.
Let's see if we can get that in focus.
We got our first three appointments
from direct mail, three
appointments from doing what This.
I wanna show you why this still works
and why direct mail is not dead.
But first, welcome and welcome back.
Adam Besman here, the roof strategist
and everything I do here on my channel
is designed to help you and your
team smash your income goal and give
every customer an amazing experience.
And I started my channel and started
providing my, my material because as
a sales rep, Despite the fact that
the company I was with I love, and the
owner is a very dear friend of mine,
we just didn't have the, the, the,
the training and resources available
to everybody, uh, from the beginning.
You know, it was tough.
Like we, we did what, what we all did,
which was we figured it out on our own.
And I know that, that figuring
it out on your own is what
leads to really high turnover.
And in my estimation, about 66%
of first year sales reps quit or
get fired in the very first year.
It's because they weren't prepared.
So my entire sales system that's
being used by many, many thousands in
every state in the US for both storm
and retail, from tiny companies that
are just getting started to some of
the top residential roofing companies
in America, they're using my system.
And it was developed to be used
regardless of the technology that
you had, regardless of budget.
And direct mail is one of
the most powerful ways.
To arm every single salesperson or
yourself if you're a salesperson with
a strategy to make more deals so you're
not reliant on company leads, so you
don't have to only knock doors, and
so you can take advantage of, of your
door knocking efforts if no one's home.
Now, I've done an entire
playlist of videos on this
strategy, but I wanna revisit it.
Uh, because it's relevant now cause
people are thinking direct mail's
dead and it's not, it's actually
even more lucrative than before.
And I'll, I'll share why in a moment.
But if you're interested in that, in
that playlist, click right up here.
If you're on YouTube, you can click it.
It's a playlist on using direct mail.
So let's take a look at how it works.
Direct mail letter comes in the mail.
And what do most people do?
You grab all your mail.
And while you're standing here,
don't worry, I have one little thing
hiding I'm gonna share with you.
Uh, what do people do
with their, their mail?
They spread it out on their counter
and we do this sorting method, right?
We go, okay, pamphlets and
brochures instantly go where?
In the garbage, right?
And then we look at the next pile
of things that are in envelopes
addressed to us, and we, we sort from
there we go, okay, that's a bill or
something you need to take care of.
Or that, ah, that's just one
of those marketing gimmicks,
and then you throw it out.
And then you have your
final pop pile of mails.
And maybe if you're fortunate enough
to have a grandparent alive to like
one card that ever comes to you
personally in the mail, and you go
through that little bit of mail, but
everything else goes in the trash.
So when you open your mailbox and
you pull out something that looks
like this, let me ask you, is
that going in your trash or open?
It.
Yeah.
Now, if you're, if you're tuning into
the podcast, you're seeing 'em holding
up a hand addressed, hand stamped
envelope, and even the stamps a little
crooked as little smiley face on it.
What happens is this catches someone's
attention, and the first step we
need to do is get them to do what?
Open the letter.
And when they open that letter, we
can even put a little something on the
outside and then there's your letter.
Okay?
And a letter is a note that
starts with, Sorry I missed you.
Here's a short note
explaining why I stopped by.
Are you gonna keep
reading or throw it out?
Someone stopped by your house.
You're gonna keep reading.
The rest of this letter provides
the value to personal touch.
These long letters called long form
letters, long form direct mail letters.
They work so well, which is why Noah had
a woman who was in marketing reach out.
Because when someone takes the time to
read that, we're holding their attention
much longer than if they get a postcard
and it just says like so-and-so, roofing
company free inspections call today.
Limited time offer or
a thousand dollars off.
They get a million of those things.
And unless someone reaches out and grabs
tugs in their heartstrings and says, I
care about you, this is how I can help.
That lead quality is about here versus
when they read that long letter and
it came in a very personal envelope.
There's a very human touch.
These, the leads are about this
high, and I actually just talked
with a gentleman, his name's Jared.
He's using this material.
He said his close rate on these
letters, the leads off these letters.
Is 90%, and I hear that consistently.
I talked with Jared last week, by the way.
He's been using him for two
years, two or three years.
I can't remember if it's two or three.
Um, but anyway, two or three years,
90% close rate because the quality
of those leads are so, so high.
Now, why is direct mail not dead?
Because your inbox here on this thing,
your phone, this thing is cluttered.
Facebook, Instagram, Twitter, LinkedIn,
uh, TikTok, we're bombarded with
messages, DMS ads, their ads are even
getting into your, your email inbox.
The digital landscape is so
cluttered because it's fast,
it's cheap, and it's easy.
But very few people are willing to
put the time into play in direct mail.
So for those that are.
Your opportunities are as simple as
just doing this, and you can start
getting leads because this box is
less competitive than this box.
So direct mail, in my opinion, is
even more of an opportunity in today's
time than it was in the past because
everybody was doing it and now very few
people are, and those that are trying
it are doing the cheap, easy way.
Excuse me, I shouldn't say cheap.
It's actually more expensive.
What I meant to say is the fast,
easy way mass mailers means you're
sending mail to everybody that
might, may or may not be qualified.
If you wanna learn the strategies
behind these, you have two paths.
One, check it out.
In my sales system, there's a
link in the description below.
I provide over 280.
Uh, letters, emails, all the marketing
material that's templates you copy,
paste, fill in the blank that you or
your team could be using 'em for Storm,
for retail, for residential homes.
Sorry, I missed you.
Three tab letter, wind damage letter.
It's the end of the storm season letter.
We've got retail options as well.
Again, before it's too late,
limited time financing offers.
Uh, we've got material for churches,
apartments, landlords, if you knock
on a renter, property, all of that.
And when you start using a very
specific letter to a highly qualified
list, meaning, you know, you stop by
this house, you look at the address.
And they weren't home.
And now I can mail 'em.
And then when you mail 'em, now you
show back up and again, the strategy
and all that I reveal up here,
or it's in my full sales system.
So this playlist you can take
a peek at in my sales system.
You can text the word demo,
d e m o 2 3 0 3 2 2 2 71 33.
That's demo d e m o 3 0 3 2 2 2 71 33.
Uh, happy to to walk you through
in a, in a demo so you can
see and decide for yourself.
But in that program, You're gonna learn
how, like the complete strategy, by the
way, people ask, cuz in my old videos they
say, Adam, I just want the battle pack.
The battle pack is available
with the full sales system.
And the reason that I made that
change is because I felt like I was
selling a hammer without blueprints.
And so many people would reach
out, be like, well great,
now what do I do with them?
And I was like, okay.
It's more than just the tool, it's
the strategy that makes it effective.
So when, when folks like Jeff
who are getting, again, 4%,
uh, from send to to deal.
It's because he's using the whole
strategy, knowing how to connect the
dots between his door knocking efforts,
his direct mail strategy, linking back
to door knocking, linking in even the
letters on the door at the key points
in the right neighborhood, at the
right time with the right letters, and
then when all of those come together.
It's not, you know, the letters
work really well, but the letters
work even better when we, when we
know how it all goes in as a system.
So again, if you wanna learn more about
that text demo to 3 0 3 2 2 2 71 33,
there's a link in the description as well.
And, uh, just cuz our time
here is about to wrap up.
I don't want your and my time
to actually finish because
we've got more to do together.
So remember, before we jump into our
conclusion, direct mail is not dead.
This inbox is less
cluttered than this inbox.
Your opportunity is to write these
letters in the comfort of your couch
at home and get yourself hot leads
that close at a wildly high rate.
So if you wanna learn more, uh, jump
into my free train training center.
I got some stuff in there as well.
We can also hop into this playlist
on YouTube and you can learn
a little bit more about it.
And if you're someone who just
wants to take the leap, jump all in.
Skip the learning curve, get the
whole system text, demo 3 0 3 2 2 2.
71 33 and I'll see you in the next one.