WEBVTT NOTE This file was generated by Descript 00:00:00.570 --> 00:00:03.810 What if I told you that it was your responsibility to flip 00:00:03.810 --> 00:00:05.550 repairs into replacements? 00:00:06.000 --> 00:00:10.320 You might be thinking that I was being greedy or a salesy person, and 00:00:10.320 --> 00:00:13.440 if the homeowner wanted a repair, why would I bring up a replacement cost? 00:00:13.740 --> 00:00:16.500 And on the other side, you might be a sales driven organization. 00:00:16.500 --> 00:00:17.580 It's like, yes, yes, yes. 00:00:17.580 --> 00:00:20.760 We want to flip repairs into replacements 'cause it's a bigger ticket item. 00:00:20.850 --> 00:00:23.070 And all of those can be true at once. 00:00:23.355 --> 00:00:26.025 But at the end of the day, it's about helping our customers 00:00:26.025 --> 00:00:27.345 make an informed decision. 00:00:27.525 --> 00:00:31.215 And I believe that it's our responsibility to help our customers not only make an 00:00:31.215 --> 00:00:36.315 informed decision, but understand their options and help them choose the best one. 00:00:36.405 --> 00:00:39.735 And that's why what I teach is when we open up a sales appointment, we 00:00:39.735 --> 00:00:43.575 state our mission and purpose, which is to understand the customer's needs 00:00:43.575 --> 00:00:47.325 and their roof, to show them their options and help them make a decision. 00:00:47.565 --> 00:00:49.065 Even if it's not with us. 00:00:49.095 --> 00:00:53.985 So in fulfilling that mission and helping customers make the right choice, whether 00:00:53.985 --> 00:00:56.625 you're someone who says, Hey, if they wanna repair, give it, or someone that 00:00:56.630 --> 00:00:59.505 says, push for the replacement, for both of you, I think you're gonna find 00:00:59.505 --> 00:01:03.465 something incredibly valuable that can help you deliver an amazing experience. 00:01:03.765 --> 00:01:05.715 You indeed can smash your income goal. 00:01:05.804 --> 00:01:09.315 Hey, a quick welcome or welcome back, Adam Benjamin here, the roof strategist. 00:01:09.524 --> 00:01:12.405 And everything I do here is designed to do just that, help you smash 00:01:12.405 --> 00:01:15.435 your income goal and give every customer an amazing experience. 00:01:15.705 --> 00:01:18.524 So what I wanna do today is break down the math, and for all of 00:01:18.524 --> 00:01:20.565 you who've been tuning in, I'm just so glad to have you here. 00:01:20.565 --> 00:01:23.235 And thank you for joining me on such an incredible journey. 00:01:23.414 --> 00:01:24.525 I wouldn't be here without you. 00:01:24.960 --> 00:01:29.190 Uh, so that was my way of saying if you've been tuning in, you know that I'm horrible 00:01:29.190 --> 00:01:32.940 at math, so correct any mistakes that I might make in the comment section below. 00:01:33.179 --> 00:01:34.679 So, how do we flip repairers and replacements? 00:01:34.679 --> 00:01:38.070 We do this by helping homeowners understand their true costs. 00:01:38.445 --> 00:01:41.445 Okay, the true cost of the repair, and most people don't. 00:01:41.475 --> 00:01:44.804 They say, Hey, the repair, an average repair for this example, by the 00:01:44.804 --> 00:01:46.845 way, is gonna be, let's say $2,500. 00:01:46.964 --> 00:01:47.145 Okay? 00:01:47.655 --> 00:01:50.955 So if someone has a, a repair on the roof, it's 2,500 bucks. 00:01:51.014 --> 00:01:53.205 And when I've surveyed people, I said, Hey, if you're gonna do a 00:01:53.205 --> 00:01:56.984 repair on a roof, how many more years on average will that roof? 00:01:57.345 --> 00:02:01.275 Last, and the number that I keep hearing is five years. 00:02:01.305 --> 00:02:01.635 Okay? 00:02:01.815 --> 00:02:05.925 So you're gonna spend 2,500 bucks to get five more years out of your 00:02:05.925 --> 00:02:09.435 roof because generally speaking, those repairs are coming towards the 00:02:09.435 --> 00:02:10.965 end of the service life of the roof. 00:02:10.995 --> 00:02:13.605 And I do recognize that there are anomalies here. 00:02:13.755 --> 00:02:16.305 There's shoddy, workmanship, flashing that wasn't done. 00:02:16.455 --> 00:02:19.605 But oftentimes it's fixing the pipe Jack who seals. 00:02:20.020 --> 00:02:22.240 Uh, you know, finally dry rotted out. 00:02:22.240 --> 00:02:25.900 And again, it's towards the end of the roof life where the field shingles aren't 00:02:25.900 --> 00:02:27.880 failing, but they're showing it's wear. 00:02:27.880 --> 00:02:32.380 So for this assumption is it's safe to say 2,500 average repair to 00:02:32.380 --> 00:02:34.660 get five years more from the roof. 00:02:34.720 --> 00:02:37.030 Okay, now let's break this down even more. 00:02:37.060 --> 00:02:38.920 'cause we're gonna share this with our homeowners and you'll 00:02:38.920 --> 00:02:40.000 see how I share it at the end. 00:02:40.000 --> 00:02:44.470 But, uh, let's say for today an example roof, average roof, and I'm gonna use 00:02:44.470 --> 00:02:46.630 this 20,000 bucks I know up north. 00:02:47.055 --> 00:02:50.355 In our northern markets, it's gonna be higher In southern markets, it 00:02:50.355 --> 00:02:52.125 can be lower, even closer to 12,000. 00:02:52.125 --> 00:02:54.615 So adjust as you need to, but you're gonna get the core concept. 00:02:54.615 --> 00:03:00.045 So this is a $20,000 average roof price today, again, for simple math and knowing, 00:03:00.135 --> 00:03:04.095 so again, the northern markets where the, the, um, prices of roofing are a little 00:03:04.100 --> 00:03:06.255 higher, and factoring in Florida as well. 00:03:06.435 --> 00:03:07.035 Okey doke. 00:03:07.215 --> 00:03:12.075 20 grand now in today's economy with rate increases that are coming 00:03:12.075 --> 00:03:15.795 quarterly to the tune of five to 12%. 00:03:16.215 --> 00:03:18.015 Again, per quarter. 00:03:18.554 --> 00:03:21.885 And these are again, up and down, but we've just seen a recent rate 00:03:21.885 --> 00:03:23.744 increase through, uh, distributors. 00:03:23.954 --> 00:03:27.454 So what we're seeing at this average roof price with this. 00:03:28.140 --> 00:03:28.170 Okay. 00:03:28.770 --> 00:03:30.150 Quarterly rate increase. 00:03:30.150 --> 00:03:31.020 What does that mean? 00:03:31.200 --> 00:03:35.430 That means in the simplest terms, that on average every five years, the price 00:03:35.430 --> 00:03:43.530 of roofing doubles, which means a $20,000 roof today will be $40,000 in five years. 00:03:43.590 --> 00:03:43.890 Okay? 00:03:44.040 --> 00:03:45.270 $40,000. 00:03:45.300 --> 00:03:48.000 So now how do we communicate this to our customer? 00:03:48.210 --> 00:03:51.540 They called you out for a repair, a $2,500 repair. 00:03:51.855 --> 00:03:52.095 Okay. 00:03:52.575 --> 00:03:57.765 Many people, which I don't agree with, just do it without educating customers 00:03:57.975 --> 00:04:02.355 of this choice who'll say, Hey, it's 2,500 bucks or $20,000 to do your roof. 00:04:02.505 --> 00:04:04.425 Most people are gonna say, well, I don't wanna spend 20 grand. 00:04:04.425 --> 00:04:07.455 I'm just gonna spend 2,500 because I can get, I can push 00:04:07.460 --> 00:04:08.835 that bill out five more years. 00:04:09.105 --> 00:04:09.975 And that's logical. 00:04:09.975 --> 00:04:10.755 That makes sense. 00:04:10.965 --> 00:04:14.325 But what people don't understand is the true cost, which is what we're 00:04:14.325 --> 00:04:15.945 gonna communicate to our homeowners. 00:04:15.945 --> 00:04:16.545 So, Mr. 00:04:16.545 --> 00:04:19.005 Homeowner, an average repair is about 2,500 bucks, or 00:04:19.010 --> 00:04:20.505 your repair is 2,500 bucks. 00:04:20.655 --> 00:04:22.365 You'll get about five more years of the roof. 00:04:22.575 --> 00:04:25.125 Many people at first glance, here's the estimate Fear roof. 00:04:25.125 --> 00:04:29.205 Today, 20,000 bucks are gonna say, Hey, let's proceed with the repair. 00:04:29.235 --> 00:04:32.655 'cause I can just, you know, let's punt the, it's worth $2,500 00:04:32.655 --> 00:04:34.185 to not have to spend 20 grand. 00:04:34.575 --> 00:04:35.325 And I get that. 00:04:35.475 --> 00:04:36.645 But here's the true cost. 00:04:36.825 --> 00:04:37.875 See, we are getting. 00:04:37.910 --> 00:04:40.520 Rate increases of five to 12% per quarter. 00:04:40.640 --> 00:04:42.230 And by the way, we wanna show proof. 00:04:42.410 --> 00:04:45.800 So take your distributors rate, increase notices, pull out any 00:04:45.800 --> 00:04:47.540 private information and share them. 00:04:47.660 --> 00:04:50.090 You'll be able to fan out four to six of them. 00:04:50.150 --> 00:04:51.710 And again, some are are quarterly. 00:04:51.715 --> 00:04:54.470 I know that there's a few that are doing it even more than quarterly. 00:04:54.680 --> 00:04:56.180 So you'll have this many rate increase. 00:04:56.180 --> 00:04:59.150 Say this is what's happened this year and these have been continuing 00:04:59.150 --> 00:05:03.380 since about 2020, which means that in five years, that roof that I just 00:05:03.380 --> 00:05:08.565 showed you, That you are expecting to spend 20 grand on is now $40,000. 00:05:08.685 --> 00:05:15.105 So if you do proceed with the repair, you are going to spend $2,500 today 00:05:15.195 --> 00:05:18.825 on the repair, and then you're gonna get five more years from the roof, and 00:05:18.825 --> 00:05:22.605 that roof is going to be $20,000 extra. 00:05:23.010 --> 00:05:24.900 More money than today, okay? 00:05:25.050 --> 00:05:29.190 Which means that if you do proceed to do this repair, this repair will ultimately 00:05:29.190 --> 00:05:36.420 end up costing you $22,500 is what that true cost of going with the repair 00:05:36.600 --> 00:05:41.640 versus going with a $20,000 roof today. 00:05:41.880 --> 00:05:45.810 By the way, let me share with you our wildly affordable financing 00:05:45.810 --> 00:05:49.320 options because not only with the rate increases going up, we are 00:05:49.325 --> 00:05:51.990 also seeing financing going up. 00:05:52.440 --> 00:05:54.870 Home loans are going, I mean, everything is tied to home loans 00:05:54.870 --> 00:05:58.200 and the Fed's expecting even more rate increases this year. 00:05:58.380 --> 00:05:58.800 So, Mr. 00:05:58.800 --> 00:06:03.210 Homeowner, I'm happy to do either the repair at 2,500 or lock you in 00:06:03.210 --> 00:06:07.169 in today's rate on our roof with the greatest financing available. 00:06:07.229 --> 00:06:10.860 Just so you know, if you do decide to wait, you can expect to spend about 40,000 00:06:10.860 --> 00:06:15.539 on your roof in five years, and you'll be, uh, subject to the rate the financing 00:06:15.539 --> 00:06:19.740 options at that time, which means not only will your monthly investment be higher, 00:06:19.740 --> 00:06:21.270 you're gonna tack on higher financing. 00:06:21.270 --> 00:06:21.900 It's gonna be. 00:06:22.245 --> 00:06:25.545 More than twice as much in five years than it is today. 00:06:25.695 --> 00:06:28.725 Now, knowing those options, which one would you prefer to take? 00:06:28.875 --> 00:06:31.695 Would you like to go with the repair today, or do you think it'd 00:06:31.695 --> 00:06:36.045 be worth it to you to spend an extra 22,500 bucks in five years? 00:06:36.345 --> 00:06:38.925 Again, I can lock you in today at the $20,000 roof or at 00:06:38.925 --> 00:06:39.915 the finance at this amount. 00:06:40.275 --> 00:06:41.505 Which option is best for you? 00:06:41.955 --> 00:06:42.195 Okay. 00:06:42.375 --> 00:06:46.784 This is communicating the true cost of repairs. 00:06:46.965 --> 00:06:50.805 It takes time, but this is why I believe every single homeowner, 00:06:50.865 --> 00:06:52.395 this is ethical selling my friends. 00:06:52.400 --> 00:06:54.645 This is giving people the best path forward. 00:06:54.645 --> 00:06:59.474 This is why on every repair call we need to show them an estimate to supplement 00:06:59.474 --> 00:07:00.555 the repair, to say, we can do this. 00:07:00.794 --> 00:07:04.935 Or this, and then we spell out what this will look like if they decide to wait. 00:07:05.265 --> 00:07:08.655 And if you're still resistant, I want you to picture it being your grandmother. 00:07:08.655 --> 00:07:11.655 What if it was your very own grandmother that called a roofing company? 00:07:11.805 --> 00:07:14.085 They knew about all these rate increases. 00:07:14.205 --> 00:07:16.844 They knew that that repair would only last five years. 00:07:17.095 --> 00:07:19.915 She gets the quote for 20,005 years down the road on her 00:07:19.915 --> 00:07:21.445 fixed income in retirement. 00:07:21.655 --> 00:07:23.155 She calls up that roofing company. 00:07:23.155 --> 00:07:26.635 They come back out and they give her an estimate for $40,000 and 00:07:26.635 --> 00:07:29.815 because she's your grandmother, she kept the original one at 20,000. 00:07:29.815 --> 00:07:31.375 She's sitting there saying, I don't understand. 00:07:31.375 --> 00:07:33.685 Why didn't you tell me that the price was gonna double? 00:07:33.685 --> 00:07:34.465 I would've done it then. 00:07:34.815 --> 00:07:37.755 And when I think of it like this, like if it was our very own grandmother, 00:07:37.875 --> 00:07:39.225 we would want what's best for them. 00:07:39.405 --> 00:07:43.095 And this is truly what is best for most people. 00:07:43.305 --> 00:07:45.675 And if it's not, it's up to them to make that choice. 00:07:45.675 --> 00:07:49.755 But I believe it is our responsibility to present this information the right way. 00:07:49.905 --> 00:07:52.005 And of course when we do, the answer is clear, you're gonna. 00:07:52.255 --> 00:07:55.225 End up walking outta the house with many of these with a full 00:07:55.225 --> 00:07:56.875 roof replacement versus a repair. 00:07:57.025 --> 00:08:00.445 It is a win for the homeowner 'cause you just save them 22 5 and it's a 00:08:00.445 --> 00:08:03.565 huge win for you and the company 'cause you turn a repair into a replacement. 00:08:03.805 --> 00:08:05.725 So that's all I have for this video. 00:08:05.935 --> 00:08:08.245 Now, I'd love to hear your thoughts in the comments below. 00:08:08.245 --> 00:08:11.784 If you agree with this philosophy or you disagree with this philosophy or if 00:08:11.784 --> 00:08:13.165 you're using it, is it working for you? 00:08:13.465 --> 00:08:13.885 Lemme know. 00:08:14.215 --> 00:08:17.485 So again, thanks for joining me and just 'cause our time here is about to wrap up. 00:08:17.485 --> 00:08:18.534 Doesn't mean you're in my time. 00:08:18.534 --> 00:08:18.895 Has to. 00:08:18.900 --> 00:08:22.180 So if you're in retail sales, Hop right into this playlist, and if you haven't 00:08:22.180 --> 00:08:24.970 yet done it, I think you're gonna love what I have inside my free training 00:08:24.970 --> 00:08:27.790 center, and you can get in right here and it's a hundred percent free. 00:08:27.820 --> 00:08:28.450 There's no catch. 00:08:28.570 --> 00:08:29.290 We'll see you on the next one.