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This file was generated by Descript 

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The brush off objection.

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We're selling our house soon.

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We're not interested.

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How often do you hear this?

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And sometimes you get it on a retail sale
because your estimate's too high, right?

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And they just want the budget option
to get the roof done, to sell the

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house, or on a storm damage claim.

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Homeowner say, Hey, I
don't wanna mess with this.

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I'm selling the house soon.

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It ain't worth it either way.

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What ends up happening is all the
legwork that you just did, whether it

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was an inbound lead or a self-generated,
Goes fornot, flush down the drain.

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No deal.

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But what if you could quickly
and easily overcome this

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objection and close the business?

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Wouldn't that be awesome?

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Well, that's exactly what
I'll be teaching you here.

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And if you're new here,
welcome or welcome back.

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My name is Adam Besman, The roof strateg.

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And everything that I do here is
designed to help you and your team

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smash your income goal and give
every customer an amazing experience.

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And I've had the opportunity to help
thousands and thousands and thousands

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and thousands of sales reps just
like you overcame, overcome the same

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problems and specifically objections
that you're likely facing right now.

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So if you haven't yet done it,
hit that subscribe button and the

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bell so you don't miss a thing.

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And if you need help on
objection handling, I.

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Rebi for you.

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I want you to go to the roof
strategist.com right now, or pop into

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the, uh, video description or podcast
description and click the link.

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And I'm gonna send you a free copy of my
pitch, like a pro roofing sales training

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video library in there, I've got all
my videos, and the largest playlist

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in here is on objection handling.

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So go to the roof strategist.com
and hop in and you'll get

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access to all that for free.

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All right, let's get to it.

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So, uh, I'm selling my house soon.

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What does this really mean?

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Now, would you agree with me that if
someone says I'm selling my house soon,

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that's really not the real reason.

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They don't wanna move.

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Right.

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The real reason is deeper because all
objections are a bunch of garbage.

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The words aren't what people mean.

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I have to talk to my wife.

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You have to think about it.

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It's not, Oh, I gotta talk to my wife.

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Oh, I can't wait to go grab a cup
of coffee and sit down with my wife.

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This roofer was great.

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That roofer not so great.

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No, that's not what's happening.

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What's happening is people
want you outta the house.

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So let's first digest what this means.

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I'm selling my.

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Uh, soon.

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Now in my program called the
Roofing Sales Success Formula,

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that's my full system not to close.

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That's being used for both storm and
retail by many thousands of people in

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every single state in the us from tiny
companies to quite a few of the top a

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hundred roofing companies in America.

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One of the most raved about
sections is my objection, strategy.

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I wanna give you the bones of that here.

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Now, all objections as we realize
we've come terms, they, they're not

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the words, it's something deeper.

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So let's lay out what those are,
and if you've been falling along,

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same with me, it's trust, need.

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In money.

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They either don't trust you yet,
they don't think they need you, or

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a new roof, or it's a money issue.

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Now, if someone says, I'm selling my
house soon, what does this really mean?

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Ultimately, and I know this one's a little
kind of gray area, but I'm gonna dive in.

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What it really means is need.

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They don't think they need a new roof.

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People don't buy stuff they don't need.

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Yeah.

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There's a little bit of a money
concern in there because they're

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like, Hey, I'm, I'm, I'm, uh, Gonna
be re or excuse me, selling my house.

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So if I spend all this
money, do I really need to?

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And what it really boils down
to is need more than money.

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Okay?

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Because people don't buy
stuff they don't need.

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If they really needed to get
the roof done to sell the house,

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like, I'll give you an example.

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Let's say the se, the septic
system was failing in the home.

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They have no choice.

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You can't sell a house with a.

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With a bum septic system, you
need to get that replaced.

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So the homeowner says,
I'm selling my house soon.

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They don't have enough of a need or
a reason to get that roof done, and

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that's really what we want to dial
into is identifying that key problem.

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How is this gonna impact
them from selling their home?

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What's gonna come up later down the road?

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What are the consequences of not
taking action to create the need?

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Then later we'll address the money
piece, but for right now, we don't wanna

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skip and dive into the money component.

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We wanna focus on creating a
need for them to get that roof

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replaced prior to the home sale.

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So long as it's legit now with
everything that I'm teaching.

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This does give you some lance of power,
understanding how people think, and it's

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so important that we use this ethically
to serve people the right way and not

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to, to sell people stuff they don't need.

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I hate that stuff.

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It's, you know, sales people are
problem solvers and change makers.

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So identify the problem and
help facilitate the change, but

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don't do it if it's not there.

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All right.

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Fair disclaimer aside.

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All right, so what we've agreed
upon, yes, yes or no, is that

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this issue is a need issue.

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They don't need a new roof.

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So what do we do?

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What we do is we focus
on creating that need.

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So number one is we have to do an
inspection that sells, All right,

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This is a inspection that sells.

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Gosh, my handwriting is degrading in time.

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Um, if you can't read,
that's cuz I'm a doctor.

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No, I'm not actually.

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An inspection that sells is finding
a more compelling reason for

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someone to take action right now.

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Failing pipe jacks, uh, lack of a
chimney, cricket field, shingles as

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ridge cap, neoprene pipe boots that
are failing shiners and nail pops.

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No drip edge or rake edge if it's code,
not ice and water shield, if it's code.

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Any other problem areas
they weren't aware of.

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Creased, folding shingles, missing
shingles, hack repair jobs,

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MAs smeared all over the roof.

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All of these things
that we can find to say.

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Look, there's a bigger problem at hand
in taking in, excuse me, taking care

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of this, whether it's on the retail
or storm damage side, is gonna put

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that homeowner in a better position.

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So we have to do an inspection that sells.

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Number two, we need to get the
homeowner telling us, and I'm just gonna

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write this down, owning the problem.

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We need to get them telling us
about the condition of the roof.

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And I did an entire video on this.

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I've been linking to it
quite a bit because it's so

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fundamentally important and, and a.

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Big piece of getting people to own
the problem, which then creates them,

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creates the need for them to take action.

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So when I say owning the problem,
uh, I'm gonna link to that

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video in this card up here.

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And that's never ever tell someone
that their roof is damaged.

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We want them to tell us their damage.

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So we need to do the inspection that sells
and they get them to own the problem.

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All right?

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From here, what we need to do is
educate, and I'm gonna give you.

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Uh, top items here.

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Educate the homeowner on
the, on the situation.

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So we're doing the inspection that sells.

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We're getting them to describe
the damage to us, and then they're

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gonna tell us, Hey, you know what?

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I don't wanna do the roof cuz
I'm selling the house soon.

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But what they don't realize is
that the roof is the most expensive

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maintenance item on a home.

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I repeat.

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The most expensive
maintenance item on your home.

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Think of a roof like a car or tires for a
car, except like 20 times more expensive.

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Okay, Now homeowners and new home buyers
know that a roof is like the biggest

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ticket item, and if there's any issues
with it, it really throws a curve ball.

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So let's take a look and I'm gonna
start writing this stuff out in red

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because red is pain and problems.

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So number one is the most.

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Expensive maintenance item.

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All right.

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Homeowners don't wanna buy
a house with an old roof.

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It's like any average realtors
gonna know to point this out.

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Any average home inspector's
gonna point it out, okay?

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So it's the most expensive.

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Number two, it comes up last minute.

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This is a big deal when someone's
selling a home, and this is all true.

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A home inspector is gonna notice
certain things and they're gonna

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highlight those things to a home buyer
cuz the last thing the home inspector

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wants is a home buyer to say, How
come you didn't tell me about this?

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My roof leaked a week after I moved in.

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The roof was old.

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We should have known a budget for it.

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We, we, we overpaid on the roof.

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We should have known, Hey, the
roof should be replaced in three

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to five years, whatever it is.

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So it comes up last minute.

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And on storm damage, if a storm
damage claim comes up last minute.

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You did the, the homeowner, for
example, um, filed a claim but never

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did the work and pocketed the money
by law in many states, and you'll

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have to check with your state.

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They have to disclose that.

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They have to say, Hey, we had the
claim, it never did the work, and

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if they didn't file a claim yet, but
damage does show up, now all of a

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sudden a monkey wrench is thrown into
the deal and the deal can get lost.

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Okay, deal.

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Fall apart.

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Now, what'll end up happening in this
final inspection is the homeowner.

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Who's selling the property has
this come up in inspection and the

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home buyer says, Whoa, whoa, whoa.

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We are not moving forward unless Option
one, it gets done beforehand, which

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puts time pressure on the homeowner to
pay out of pocket, have it forced to

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get done, to make the sale go through
option number two, they negotiate

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a lower purchase price, which takes
equity out of the homeowner's pocket.

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Or option number three
is that there's some.

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Credit at the end at closing.

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Either way, what this means is last
minute deals fall through, you lose money.

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And this is all just straight up fact.

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It's the number one thing.

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In fact, when, when she and I just
sold our last house, we had one of our,

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our customers in the Denver area do an
inspection on a roof to certify there

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was at least five years left on the roof.

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I couldn't do it myself.

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We needed a third person to do it.

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All right.

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That was the big sticking point that
we had an older roof on our home and

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we, that the home buyer was like, I
don't wanna buy, you know, stretch my

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budget, buy this house, and then find
out that we need to do the roof later.

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So the stuff comes up and
I've had it happen to me.

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So these are three
really big things, right?

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Homeowners know it's most
expensive home buyers.

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It comes up at the last minute and
it can throw a monkey wrench in

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the deal that ends up costing huge
amounts of money for the seller,

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which again, also impacts the realtor.

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These are some pretty real problems.

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Would you agree?

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Yes.

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Or.

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Yeah.

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All right.

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So now what we wanna do is figure
out how do we educate them on the

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outcome and the solution that, that
we need to get to the right place.

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So what we wanna do is create the need
by then showcasing that these problems

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that they have, the impact of the problem
of some issues on the roof that they've

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identified, that they've said, I don't
wanna do cause I'm selling the house.

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We highlight the impact of those
problems on their home sale and then

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position our solution as an easy.

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All right.

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And what do we do for that?

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We do it this way.

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Number one, we can help a new roof,
makes homes sell faster and easier.

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Would you agree?

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If homeowners know it's the most
expensive thing and we say, Hey,

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new roof, here's pictures, here's
the receipt, here's everything.

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That's a huge value add.

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Yes, And that information
can go into the listing.

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So you can have a, a hotter listing.

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You can include a receipt, you
can include pictures that can be

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in the, these supplements that
are included by the realtor.

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In fact, you might be even be able
to chat with the realtor about that.

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Okay.

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Number three, this allows
for a smooth transaction.

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So we can't guarantee what else might
come up in their home inspection,

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but we can say is on the roof side
of things, you're gonna get a smooth

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transaction cuz they're not gonna
find a thing up there and there's no

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monkey wrenches that come up last.

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All right.

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Now number four is, and this is
entirely up to the company, so this

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is up to you, but for many folks,
they'll make their home, excuse me,

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their, uh, labor warranty transferable.

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Okay, so a transferable warranty.

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If you are selling any extended
warranties, please read the fine print on

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the process to transfer those warranties.

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But if you do advertise a new roof with
a hot listing and pictures, and the

00:10:30.439 --> 00:10:34.725
home shows better, looks better, has
better curb appeal, which by the way,

00:10:34.730 --> 00:10:37.005
new roof, there's more than the money.

00:10:37.005 --> 00:10:40.335
It's the, the, we've got
the money and it looks good.

00:10:40.335 --> 00:10:41.085
So it makes people happy.

00:10:41.145 --> 00:10:42.314
People want a new roof on their home.

00:10:42.795 --> 00:10:45.345
And then if we include the
transferable warranty, which is

00:10:45.345 --> 00:10:47.625
up to you, that's a big deal.

00:10:47.775 --> 00:10:50.265
New roof transferable
warranty, piece of cake.

00:10:50.985 --> 00:10:51.315
. All right.

00:10:51.315 --> 00:10:54.255
We might end up getting a fury
of home buyers or open ourselves

00:10:54.255 --> 00:10:58.095
up to more buyers who some people
are willing to do work on a home.

00:10:58.095 --> 00:10:58.665
Others aren't.

00:10:58.670 --> 00:10:59.535
Doesn't matter what it is.

00:10:59.540 --> 00:11:00.435
Some people want turnkey.

00:11:00.435 --> 00:11:00.735
Ready.

00:11:00.915 --> 00:11:03.105
You want your home as turnkey
ready as humanly possible.

00:11:03.165 --> 00:11:07.785
And the number five is that many folks are
going to recover that money on the sale.

00:11:07.825 --> 00:11:08.315
Okay?

00:11:09.105 --> 00:11:10.635
Now, if though the new roof.

00:11:11.565 --> 00:11:15.915
20,000 bucks and you end up selling
the home more quickly and you transfer

00:11:15.915 --> 00:11:17.415
everything and you get 15 grand back.

00:11:17.415 --> 00:11:21.855
That's a much better than, than the
deal falling apart or doing some

00:11:21.860 --> 00:11:26.085
sort of negotiation or being forced
to, to delay a sale and find a

00:11:26.090 --> 00:11:27.495
contractor who can squeeze you in.

00:11:27.825 --> 00:11:28.515
So there you have it.

00:11:28.545 --> 00:11:32.939
When someone tells you that, They
don't want, they're selling their

00:11:32.939 --> 00:11:34.319
house soon, so they don't need a roof.

00:11:34.680 --> 00:11:36.120
Um, we know how to overcome it.

00:11:36.180 --> 00:11:37.740
And, and here's the interesting part.

00:11:37.950 --> 00:11:40.830
When we get into what I teach,
like, and I said in the objection

00:11:40.830 --> 00:11:43.230
strategy right here, that everything
boils on a trust need or money.

00:11:43.590 --> 00:11:47.340
You'll notice that the core
root of this objection is very

00:11:47.340 --> 00:11:48.810
similar to a very common one.

00:11:48.990 --> 00:11:50.160
My roof is fine.

00:11:50.430 --> 00:11:51.450
We don't wanna file a claim.

00:11:51.480 --> 00:11:52.140
It's not leaking.

00:11:52.140 --> 00:11:53.040
We don't need to do anything.

00:11:53.490 --> 00:11:54.930
This same approach.

00:11:56.175 --> 00:11:57.944
All right, of doing an
inspection that sells.

00:11:58.095 --> 00:11:59.865
Getting folks to own the problem
and educating them is the

00:11:59.865 --> 00:12:00.975
same exact way to overcome it.

00:12:00.975 --> 00:12:04.814
And I teach you all of that in more
inside the objection strategy, all right?

00:12:04.814 --> 00:12:06.855
Which is available in the
Roofing Sales Success Formula.

00:12:06.975 --> 00:12:10.005
There's a link in the video description
and there's packages available

00:12:10.005 --> 00:12:11.595
for individual reps or teams.

00:12:11.925 --> 00:12:13.125
But either way, let's summarize this.

00:12:13.125 --> 00:12:14.865
So what we're gonna do is
the inspection that sells.

00:12:14.865 --> 00:12:16.275
We're gonna find the bigger reason.

00:12:16.515 --> 00:12:18.525
Then we're gonna get the
homeowner owning the problem

00:12:18.525 --> 00:12:20.295
by describing the damage to us.

00:12:20.295 --> 00:12:22.395
I teach you how to do that
in this video up here.

00:12:22.455 --> 00:12:24.585
And then we're gonna
educate homeowners on the.

00:12:25.380 --> 00:12:28.080
Now once we've kind of laid that
groundwork and we're sitting down with

00:12:28.080 --> 00:12:32.790
the homeowner, we need them to really
feel the the pain and the consequences

00:12:32.790 --> 00:12:36.570
of what's gonna happen if they decide
not to do the roof, which is number one.

00:12:37.050 --> 00:12:37.800
Home shoppers.

00:12:37.830 --> 00:12:41.160
No, it's the most expensive
maintenance item on a house.

00:12:41.165 --> 00:12:44.130
It is like number one red flag
for even a first time home buyer.

00:12:44.135 --> 00:12:46.230
Number two, it always comes up last.

00:12:46.875 --> 00:12:49.875
After the deal's accepted, you've got
your contingencies, the inspection

00:12:49.875 --> 00:12:53.714
comes up, and this stuff gets dropped
on you, which can throw off the deal.

00:12:53.834 --> 00:12:56.895
It can require homeowners
to, to sell for less money.

00:12:57.045 --> 00:12:59.625
It could throw a, a monkey
wrench, which I didn't address

00:12:59.625 --> 00:13:01.785
before, into financing options.

00:13:01.935 --> 00:13:06.224
In fact, some lenders won't write loan
on a home until that work is done.

00:13:06.405 --> 00:13:09.704
I remember my first time I bought a
house, believe it or not, I had to

00:13:09.704 --> 00:13:14.505
paint the window sills, Excuse me,
the, the, the window frames that were.

00:13:15.314 --> 00:13:17.355
I'm the garage of our home.

00:13:17.505 --> 00:13:21.525
In order for the underwriter to write
the loan on our home, can you believe

00:13:21.525 --> 00:13:24.525
that I had to paint from a 1950s home?

00:13:24.585 --> 00:13:26.115
Just some, some wood, that's it.

00:13:26.415 --> 00:13:28.245
And the homeowner had to
do it prior to selling.

00:13:28.395 --> 00:13:30.645
So this stuff comes up last
minute, can make a deal fall apart.

00:13:30.645 --> 00:13:35.145
It ends up costing the deal or a lot of
money, but on the flip side, new roof

00:13:35.385 --> 00:13:37.064
saves people money, makes people happy.

00:13:37.064 --> 00:13:39.074
Looks great, improves your listing.

00:13:39.705 --> 00:13:43.545
Which you can include photos of,
You can include the receipt, you can

00:13:43.635 --> 00:13:46.785
have a much smoother transaction that
that doesn't come up last minute.

00:13:47.175 --> 00:13:50.145
We're gonna be able to transfer
the warranty potentially, if

00:13:50.145 --> 00:13:52.455
that's up to you, both your labor
warranty and extended warranty.

00:13:52.485 --> 00:13:54.945
And for most people, they're gonna
recover a whole bunch of that

00:13:54.950 --> 00:13:56.865
money and equity on their sale.

00:13:57.300 --> 00:13:57.930
And there you have it.

00:13:58.080 --> 00:14:00.510
And if you want more, hop
into the Roofing Sales Success

00:14:00.510 --> 00:14:01.500
formula for you and your team.

00:14:01.680 --> 00:14:03.510
There's links in the
video description below.

00:14:03.540 --> 00:14:06.510
And if you have any questions, you
can definitely give our team a call.

00:14:06.720 --> 00:14:08.490
Uh, and I'm gonna write that
number here on the screen.

00:14:08.490 --> 00:14:11.820
That's (303) 222-7133.

00:14:12.120 --> 00:14:14.490
You can call or text that
number with any questions.

00:14:14.700 --> 00:14:17.010
Hey, thank you for joining me
in today's video and just cuz

00:14:17.010 --> 00:14:18.060
our time here is about to.

00:14:19.125 --> 00:14:20.835
Doesn't mean your and my time has to.

00:14:21.045 --> 00:14:24.735
So option number one, if you haven't
done this yet, download a free copy

00:14:24.735 --> 00:14:27.795
my pitch, look at Pro Roofing Sales
Training video library right here and

00:14:27.795 --> 00:14:29.625
jump right into that objections playlist.

00:14:29.625 --> 00:14:30.075
You're gonna love it.

00:14:30.075 --> 00:14:32.235
Check your inbox for the, for
the link to, to download it

00:14:32.235 --> 00:14:33.825
right when you, uh, get set up.

00:14:33.885 --> 00:14:37.305
And then if you haven't watched
this video, click right here to

00:14:37.305 --> 00:14:39.735
watch that video and stop telling
homeowners their roof damage so

00:14:39.735 --> 00:14:40.995
they can then own their problem.

00:14:41.085 --> 00:14:42.885
You're gonna watch your close
rate skyrocket from there.

00:14:43.065 --> 00:14:45.825
Hey, thanks again for joining me, and I
will see you very soon on the next one.