What if I told you that it was your responsibility to flip
repairs into replacements?
You might be thinking that I was being greedy or a salesy person, and
if the homeowner wanted a repair, why would I bring up a replacement cost?
And on the other side, you might be a sales driven organization.
It's like, yes, yes, yes.
We want to flip repairs into replacements 'cause it's a bigger ticket item.
And all of those can be true at once.
But at the end of the day, it's about helping our customers
make an informed decision.
And I believe that it's our responsibility to help our customers not only make an
informed decision, but understand their options and help them choose the best one.
And that's why what I teach is when we open up a sales appointment, we
state our mission and purpose, which is to understand the customer's needs
and their roof, to show them their options and help them make a decision.
Even if it's not with us.
So in fulfilling that mission and helping customers make the right choice, whether
you're someone who says, Hey, if they wanna repair, give it, or someone that
says, push for the replacement, for both of you, I think you're gonna find
something incredibly valuable that can help you deliver an amazing experience.
You indeed can smash your income goal.
Hey, a quick welcome or welcome back, Adam Benjamin here, the roof strategist.
And everything I do here is designed to do just that, help you smash
your income goal and give every customer an amazing experience.
So what I wanna do today is break down the math, and for all of
you who've been tuning in, I'm just so glad to have you here.
And thank you for joining me on such an incredible journey.
I wouldn't be here without you.
Uh, so that was my way of saying if you've been tuning in, you know that I'm horrible
at math, so correct any mistakes that I might make in the comment section below.
So, how do we flip repairers and replacements?
We do this by helping homeowners understand their true costs.
Okay, the true cost of the repair, and most people don't.
They say, Hey, the repair, an average repair for this example, by the
way, is gonna be, let's say $2,500.
Okay?
So if someone has a, a repair on the roof, it's 2,500 bucks.
And when I've surveyed people, I said, Hey, if you're gonna do a
repair on a roof, how many more years on average will that roof?
Last, and the number that I keep hearing is five years.
Okay?
So you're gonna spend 2,500 bucks to get five more years out of your
roof because generally speaking, those repairs are coming towards the
end of the service life of the roof.
And I do recognize that there are anomalies here.
There's shoddy, workmanship, flashing that wasn't done.
But oftentimes it's fixing the pipe Jack who seals.
Uh, you know, finally dry rotted out.
And again, it's towards the end of the roof life where the field shingles aren't
failing, but they're showing it's wear.
So for this assumption is it's safe to say 2,500 average repair to
get five years more from the roof.
Okay, now let's break this down even more.
'cause we're gonna share this with our homeowners and you'll
see how I share it at the end.
But, uh, let's say for today an example roof, average roof, and I'm gonna use
this 20,000 bucks I know up north.
In our northern markets, it's gonna be higher In southern markets, it
can be lower, even closer to 12,000.
So adjust as you need to, but you're gonna get the core concept.
So this is a $20,000 average roof price today, again, for simple math and knowing,
so again, the northern markets where the, the, um, prices of roofing are a little
higher, and factoring in Florida as well.
Okey doke.
20 grand now in today's economy with rate increases that are coming
quarterly to the tune of five to 12%.
Again, per quarter.
And these are again, up and down, but we've just seen a recent rate
increase through, uh, distributors.
So what we're seeing at this average roof price with this.
Okay.
Quarterly rate increase.
What does that mean?
That means in the simplest terms, that on average every five years, the price
of roofing doubles, which means a $20,000 roof today will be $40,000 in five years.
Okay?
$40,000.
So now how do we communicate this to our customer?
They called you out for a repair, a $2,500 repair.
Okay.
Many people, which I don't agree with, just do it without educating customers
of this choice who'll say, Hey, it's 2,500 bucks or $20,000 to do your roof.
Most people are gonna say, well, I don't wanna spend 20 grand.
I'm just gonna spend 2,500 because I can get, I can push
that bill out five more years.
And that's logical.
That makes sense.
But what people don't understand is the true cost, which is what we're
gonna communicate to our homeowners.
So, Mr.
Homeowner, an average repair is about 2,500 bucks, or
your repair is 2,500 bucks.
You'll get about five more years of the roof.
Many people at first glance, here's the estimate Fear roof.
Today, 20,000 bucks are gonna say, Hey, let's proceed with the repair.
'cause I can just, you know, let's punt the, it's worth $2,500
to not have to spend 20 grand.
And I get that.
But here's the true cost.
See, we are getting.
Rate increases of five to 12% per quarter.
And by the way, we wanna show proof.
So take your distributors rate, increase notices, pull out any
private information and share them.
You'll be able to fan out four to six of them.
And again, some are are quarterly.
I know that there's a few that are doing it even more than quarterly.
So you'll have this many rate increase.
Say this is what's happened this year and these have been continuing
since about 2020, which means that in five years, that roof that I just
showed you, That you are expecting to spend 20 grand on is now $40,000.
So if you do proceed with the repair, you are going to spend $2,500 today
on the repair, and then you're gonna get five more years from the roof, and
that roof is going to be $20,000 extra.
More money than today, okay?
Which means that if you do proceed to do this repair, this repair will ultimately
end up costing you $22,500 is what that true cost of going with the repair
versus going with a $20,000 roof today.
By the way, let me share with you our wildly affordable financing
options because not only with the rate increases going up, we are
also seeing financing going up.
Home loans are going, I mean, everything is tied to home loans
and the Fed's expecting even more rate increases this year.
So, Mr.
Homeowner, I'm happy to do either the repair at 2,500 or lock you in
in today's rate on our roof with the greatest financing available.
Just so you know, if you do decide to wait, you can expect to spend about 40,000
on your roof in five years, and you'll be, uh, subject to the rate the financing
options at that time, which means not only will your monthly investment be higher,
you're gonna tack on higher financing.
It's gonna be.
More than twice as much in five years than it is today.
Now, knowing those options, which one would you prefer to take?
Would you like to go with the repair today, or do you think it'd
be worth it to you to spend an extra 22,500 bucks in five years?
Again, I can lock you in today at the $20,000 roof or at
the finance at this amount.
Which option is best for you?
Okay.
This is communicating the true cost of repairs.
It takes time, but this is why I believe every single homeowner,
this is ethical selling my friends.
This is giving people the best path forward.
This is why on every repair call we need to show them an estimate to supplement
the repair, to say, we can do this.
Or this, and then we spell out what this will look like if they decide to wait.
And if you're still resistant, I want you to picture it being your grandmother.
What if it was your very own grandmother that called a roofing company?
They knew about all these rate increases.
They knew that that repair would only last five years.
She gets the quote for 20,005 years down the road on her
fixed income in retirement.
She calls up that roofing company.
They come back out and they give her an estimate for $40,000 and
because she's your grandmother, she kept the original one at 20,000.
She's sitting there saying, I don't understand.
Why didn't you tell me that the price was gonna double?
I would've done it then.
And when I think of it like this, like if it was our very own grandmother,
we would want what's best for them.
And this is truly what is best for most people.
And if it's not, it's up to them to make that choice.
But I believe it is our responsibility to present this information the right way.
And of course when we do, the answer is clear, you're gonna.
End up walking outta the house with many of these with a full
roof replacement versus a repair.
It is a win for the homeowner 'cause you just save them 22 5 and it's a
huge win for you and the company 'cause you turn a repair into a replacement.
So that's all I have for this video.
Now, I'd love to hear your thoughts in the comments below.
If you agree with this philosophy or you disagree with this philosophy or if
you're using it, is it working for you?
Lemme know.
So again, thanks for joining me and just 'cause our time here is about to wrap up.
Doesn't mean you're in my time.
Has to.
So if you're in retail sales, Hop right into this playlist, and if you haven't
yet done it, I think you're gonna love what I have inside my free training
center, and you can get in right here and it's a hundred percent free.
There's no catch.
We'll see you on the next one.