WEBVTT

NOTE
This file was generated by Descript 

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There's a pile of money in your pipeline
that if you just followed up with,

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you could grab and it's easy cash.

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And oftentimes we don't grab it.

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We leave it sitting in the pipeline
cuz we're afraid to follow up

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cuz we're a salesperson that
left it in the homeowner's court.

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We don't wanna be pushy, we don't know
what to say, and we end up flushing

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all that money down the drain.

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Or better yet, we prime our customer and
get them really excited about their roof.

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And then just hand it in the
silver platter over the competitor.

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Banks that commission instead of you.

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And it's not a very good feeling.

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And my guess is right now, if you did
this little homework assignment, which

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I'm encouraging you to do, I would go
into your pipeline in whatever CRM you're

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using, and I would just look at all the
deals that are in the follow up section

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and then calculate how much that's worth
to you based on your average close rate.

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And my guess is there's many, many,
many tens of thousands of dollars

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if you're an individual sales
rep and if you're an owner of a

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company, I have seen this number.

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Seven digits and higher because
these are all deals that never

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got worked appropriately.

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And it's no secret that this
follow up thing is a hot topic.

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And it came up when I was in San Marcos,
Texas with an Owen's Corning event.

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As you can see, there's a
whiteboard in the corner here.

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And I always ask folks, What
do we want to leave with today?

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What's our big questions?

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And we write 'em down to the
whiteboard so we can make sure

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to squeeze all this stuff in.

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And then it.

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Again today on an
Instagram story I posted.

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And if you're not following along, uh,
follow at Ruth Strategist and I put

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up a poll and I had two folks, Trey
and Eric both reach out saying, Adam,

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help me with my follow up pitch and how
often I should, what's a good process?

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So in this video today, I wanna
break down for you what I view as

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the worst things that you can do on
a follow up paired with the best.

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So let's get to it.

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We're gonna break down a very simple.

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Three step framework for you to have
an awesome follow up, connect with

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your customers in a real way so you
can follow up without feeling sleazy

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or feeling pushy, and that you can
implement everything you learn right now.

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Starting literally the
minute this video ends.

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Go, start firing some messages and
hopefully mind some of that cash from

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your pipeline that is sitting there.

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Before we get started, I just wanna
say a quick welcome or welcome back.

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My name's Adam Besman, the roof
strategist, and everything that I do

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here is designed to help you and your
team smash your income goal and give

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every customer an amazing experience.

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

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thousands of sales reps just like you
overcome the same sales challenges

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that you face, like following up to.

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Make some money.

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

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bell so you don't miss a thing.

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And let's go one step further and
get a free copy of my pitch, like

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a pro roofing sales training video
library in your hands right now.

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available@theroofstrategist.com
or by clicking the link

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in the video description.

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All right, I'm gonna move
fast and I'm keeping this as,

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uh, streamlined as possible.

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We're gonna get started right now on
number one, the worst thing that you can.

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Is leave control of the follow
up in the hands of the customer.

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So I'm gonna paint a scenario for you.

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Scenario is you are at an appointment
and it's a retail lead, and the

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homeowner says, Hey, you know what?

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The end of the appointment,
everything you felt went well.

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And then they turn to you and
they say, Thanks for coming out.

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We'll call you if we're interested.

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and you say, Great, and most
sales reps cat got their tongue.

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And you're like, You, you go
into, I don't know what to say.

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So then you shift into nice
guy mode and the nice guy

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says, Oh, well, you know what?

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Thank you so much for the opportunity.

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I'm, I really want you
guys to be comfortable.

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Please know, like I am
available anytime day or night.

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Call or text me if you have any questions
and I can't wait to hear from you.

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And then you leave the house.

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don't do that.

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Why would you leave the
homeowner in control?

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You are the advisor.

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You're the expert.

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You're the one driving, not the passenger.

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So the first mistake, the worst thing
you can do in the follow up is leave

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the house when the homeowner has no
idea when you're gonna follow up.

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So the first thing you can do is set
the follow up while you're in the home.

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Okay.

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While you're there now, Quick note,
what I'm teaching here, setting the

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fall up in the home is a critical
component of my closing framework that

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I teach the closing formula, the car
park closing formula, and it's inside

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my all in one sales system that's being
used by many thousands for both storm

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and retail tiny companies to the top a
hundred roofing companies in America.

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And.

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Including individual sales reps
all over the country who have

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decided to get this for themselves.

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And in this, I teach you to set the
follow up while you're there before you

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leave, cuz it's one of the fastest and
easiest ways to increase your close rate.

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Even if you aren't a strong closer,
you did a botched job, you're at

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least getting back in the house.

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So if the homeowner shared
with you, , thank you.

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Uh, we'll call you if we're interested
and you're using the sales system, you

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jump into the objection handling and
learn how to overcome that one because

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you'd learn that when someone says,
We'll call you if we're interested.

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It doesn't mean that it means something
deeper and we learn how to overcome it

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and find out later that the reason they
are telling you that is cuz there's

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two other contractors coming out
and they finally say, You know what?

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Hey, The reason we said we we'd give you
a call is we've got two other contractors

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coming out and you were the first one.

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They're gonna be here on Tuesday
and Wednesday, and we just want

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to get three estimates first.

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So now you learned how to peel back,
uh, or, or look through the smoke

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screen of BS that says we'll call you.

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We're interested to
get to the real reason.

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And you'll do your darnest to
close that deal on the spot.

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And there's it.

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Sometimes you will in
those that you don't.

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You're gonna now have that follow
up set and you're gonna do something

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like this using an assumptive close.

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Say, Hey, totally understand.

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I respect that you've got two other
contractors coming out and it sounds

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like you and your wife wanna be on
the same page in review everything.

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Now, what's really important to
note is that not all estimates are

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apples to apples, and my mission
is to help you make a decision.

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That you are comfortable with, even
if it's not with me, and I'd love to

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just be your question punching bag.

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So when's a good time on Friday or
Saturday for me to come back and review

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everything and answer any questions you
have and boom, I'm using that assumptive

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close, or when's a good time on?

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Would you prefer Friday or Saturday?

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Saturday, Great.

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I've got 9:00 AM or 4:00
PM Which would you prefer?

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9:00 AM Great.

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I'm gonna be here on 9:00 AM on Tuesday.

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And there you have it.

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We've set the follow up
while you're in the home.

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I know what some, some folks might
be thinking there's an objection

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that's in your mind right now that
says, Well, Adam, you know what

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if that homeowner's resistant?

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This is a great concept, but what if they
say, Hey, you know what, we'll call you.

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We don't, We don't want anyone back.

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We don't have time.

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We're busy.

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We're out of town.

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If that's the case, then what
we use is our, what I call

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our backup offer, which is.

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Not a problem.

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Why don't we stick to a phone call
because at this point we now have

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instead of a Lucy Goose, follow up.

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Wait till we hear from you.

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We have a set appointment and it's
okay if it's on the phone because

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that's a lot better than playing
follow up and getting ghosted.

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Would you agree?

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Yeah.

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So there's your first big fix is setting
the follow up while you're there.

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All right.

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Now fix number two.

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Um, we're gonna talk about
why people don't follow up.

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It's, it's, they don't know what to say.

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So when people follow up,
there's one of two things.

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They're firing a text message that
says something like, Glad to see that

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you and the husband are doing well.

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Hope you had an amazing weekend.

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Just checking in.

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Uh, any progress on your decision.

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You know, you guys still interested
in moving forward any of these pushy

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things or you end up calling them
and you're like the awkward nice guy.

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By the way, I've been
the awkward, nice guy.

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And when I was, it went
something like this.

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Oh, hey Peggy, Adam calling.

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Hey, uh, hope you and the, uh,
husband had a good weekend.

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Uh, yeah.

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Yeah, we did.

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How about you?

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Hey, mine was, mine was really good too.

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Um, listen, the, uh, reason I'm calling.

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You know when, when I left your
house, Thanks again for the

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opportunity to chat with you.

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I know you guys said you were thinking
about things and I just wanted to touch

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base and ask what you were thinking.

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You guys interested in moving forward?

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Any questions for me?

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And then all of a sudden, your
nervous Nelly energy is just pouring

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through the phone and what the
homeowner is hearing and feeling.

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they're doing this.

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They're like, Why?

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Who the hell's this guy?

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And, and they're like, No, we'll
call you if we're interested, then

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you just come across as a nag.

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So to solve all that, by the way, in my
program, I provide copy, paste templates

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for the follow up for you and the team.

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It just takes the mystery out of it.

00:08:19.230 --> 00:08:21.510
But don't worry, I'm gonna
break all that down anyway,

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now it is just one of the many.

00:08:23.830 --> 00:08:26.800
Pieces of material, over 280
documents for storm and retail.

00:08:26.800 --> 00:08:30.520
Pretty much every single marketing piece
or customer communication from direct

00:08:30.520 --> 00:08:34.030
mail letters, door hanger letters,
customer emails, text messages, material

00:08:34.034 --> 00:08:36.580
for churches, apartments, landlords,
you name it, it's all in there.

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So it's not the only goody, but if you
are someone that's just like a copy paste

00:08:40.150 --> 00:08:43.240
person and just say, Hey, I don't wanna
reinvent the wheel, then go check it out.

00:08:43.240 --> 00:08:44.320
There's a link in the description.

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So instead of the, the worst thing you
can do is just following up willy nilly.

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You want to use a formula, and if
you're someone who likes to follow

00:08:51.970 --> 00:08:54.705
formula, Then you probably like
my videos cause I teach formulas.

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Because formulas allow you to inject
your own personality and flare

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and know that you're hitting the
right stuff in the right order.

00:09:00.765 --> 00:09:04.425
So here's a what I view as the
best follow up that's personal

00:09:04.515 --> 00:09:05.955
and simple and really effective.

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Number one is a thank you.

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Okay.

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Thank you for the opportunity to
sit down and chat with you and

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your husband about your roof.

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Just gratitude.

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It goes a long way.

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We appreciate your time.

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Time is our most valuable
resource, and I thank you for

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investing yours with me here today.

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Now the next thing we wanna do
is mention something specific.

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I'll give you an example.

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Let's say that in passing, you find
out that the husband and wife are going

00:09:33.045 --> 00:09:37.755
on a solo retreat out to Honolulu for
the next five days, you'll say, Hey,

00:09:37.755 --> 00:09:40.245
thank you so much time to chat with
you and your wife about your roof.

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I hope you guys have an amazing trip to
Honolulu, celebrating your anniversary.

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. All right.

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Anything you find out that they're
going to float the river, that

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they're going fishing, bringing the,
the, the kid to a piano recital that

00:09:51.165 --> 00:09:54.645
you, you got a private tour of their
beautiful vegetable garden, right?

00:09:54.645 --> 00:09:56.835
That, that they sent you home
with a bunch of homemade jerky.

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So whatever it is, just mention
something specific Next.

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You wanna tell them what happens next.

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We're gonna advise on next steps.

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This is either what you expect
from them, you're gonna tell them

00:10:08.295 --> 00:10:11.205
what to do, or you're telling them
what they can expect from you.

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You're.

00:10:12.155 --> 00:10:12.905
Breadcrumb.

00:10:12.905 --> 00:10:14.135
So there's never a mystery.

00:10:14.405 --> 00:10:18.785
Every single communication has the next
breadcrumb laid, every contact, every

00:10:18.785 --> 00:10:21.155
appointment, the next breadcrumb is laid.

00:10:21.305 --> 00:10:24.605
And when we do that, we build a
really strong bond and we deliver

00:10:24.610 --> 00:10:27.405
an amazing customer experience,
and then we want to close it out.

00:10:27.775 --> 00:10:30.595
With, again, another thank
you and an invitation.

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All right?

00:10:31.585 --> 00:10:34.225
And what I mean by invitation
is an invitation to reach out.

00:10:34.435 --> 00:10:38.005
So let's stitch all this together
using the previous example of

00:10:38.005 --> 00:10:39.685
the homeowner that that gave you.

00:10:39.685 --> 00:10:43.345
I'm not interested, and you
would have that follow up set.

00:10:43.405 --> 00:10:47.215
I'd leave the home and I'm gonna send
that confirmation that says, Hey,

00:10:47.215 --> 00:10:50.095
thank you so much for the opportunity
to chat with you guys about your roof.

00:10:50.275 --> 00:10:53.635
I hope you have an amazing time in
Honolulu over the next two days.

00:10:53.635 --> 00:10:56.155
Please write down all
questions that you have.

00:10:56.535 --> 00:10:59.564
During the other contractors'
appointments, so I can answer them

00:10:59.564 --> 00:11:02.444
on Fri or excuse me, on Saturday
at 10:00 AM or whatever time I

00:11:02.444 --> 00:11:03.375
said, I think it was 9:00 AM.

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Um, and then thank you again.

00:11:05.444 --> 00:11:08.175
Uh, you can contact me anytime
at this number via call or text.

00:11:08.385 --> 00:11:08.655
All right?

00:11:08.655 --> 00:11:12.375
So that would be a simple formula to
follow because you're following up with

00:11:12.380 --> 00:11:14.205
that customer and telling 'em what to do.

00:11:14.730 --> 00:11:18.720
This same formula, by the way,
applies to when they are a customer.

00:11:19.020 --> 00:11:21.060
Give you an example on
the storm damage side.

00:11:21.060 --> 00:11:23.250
Hey Peggy, thank you so much
for the opportunity to help

00:11:23.250 --> 00:11:24.270
you through this process.

00:11:24.540 --> 00:11:28.380
Uh, I'm so excited to see that you and
your husband get to go boating this

00:11:28.385 --> 00:11:30.750
weekend and the kids with the kids, right?

00:11:30.900 --> 00:11:34.740
Next steps is, um, as soon as the
adjuster contacts you with his name

00:11:34.740 --> 00:11:37.709
and the time of his arrival, please
forward that information to me.

00:11:37.890 --> 00:11:39.030
Again, I'm telling them what to do.

00:11:39.209 --> 00:11:39.839
Thank you again.

00:11:39.839 --> 00:11:41.790
If anything comes up, call or
text me here at this number,

00:11:42.150 --> 00:11:43.470
and there's your simple process.

00:11:43.805 --> 00:11:44.165
All right.

00:11:44.165 --> 00:11:47.315
And by the way, this formula you can
use in text, you can use an email, you

00:11:47.315 --> 00:11:48.785
can use in voicemail or phone calls.

00:11:48.935 --> 00:11:49.925
It's all the same.

00:11:50.105 --> 00:11:53.645
It's like a love sandwich, but
you're also leading the process and

00:11:53.645 --> 00:11:55.445
building great rapport along the way.

00:11:55.805 --> 00:11:59.435
All right, which leads us to number
three, which is the worst thing people

00:11:59.435 --> 00:12:03.915
do is they don't follow up at all at all.

00:12:04.245 --> 00:12:06.615
They leave it in their court and
I just talk with a gentleman at

00:12:06.615 --> 00:12:08.715
an event and he is like, I'm so
busy, I just can't follow up.

00:12:08.715 --> 00:12:09.855
If you call me, we do business.

00:12:09.855 --> 00:12:10.814
If you can't, I don't.

00:12:10.905 --> 00:12:13.064
And he knows he's literally leaving.

00:12:13.095 --> 00:12:17.145
He's doing almost, I think 20, was
it 22, 20 some million dollars a

00:12:17.150 --> 00:12:19.095
year and doesn't have to follow up.

00:12:19.125 --> 00:12:22.305
And I know if you're doing that kind of
volume and you have that kind of brand

00:12:22.310 --> 00:12:27.000
recognition,  in your pipeline, if you
just squeezed out a follow up, you would

00:12:27.000 --> 00:12:29.189
likely add another 5 million in business.

00:12:29.219 --> 00:12:30.240
That's my prediction.

00:12:30.300 --> 00:12:34.500
And I think that's conservative if
you just started to, to get more j uh,

00:12:34.680 --> 00:12:36.420
juice from the squeeze, so to speak.

00:12:36.569 --> 00:12:39.510
So people that don't follow
up, that's the biggest mistake.

00:12:39.540 --> 00:12:42.060
But the second worst is
not following up enough.

00:12:42.060 --> 00:12:43.230
I call it the one and done.

00:12:43.589 --> 00:12:48.240
And what, and the main reason that
people don't follow up is because

00:12:48.240 --> 00:12:49.530
they say, I don't want to be push.

00:12:50.205 --> 00:12:50.685
You know what I mean?

00:12:50.715 --> 00:12:51.825
I don't wanna be pushy.

00:12:52.185 --> 00:12:53.325
Here's my rule of thumb.

00:12:53.655 --> 00:12:58.605
What you wanna follow up is every three
to seven days, every three to seven days.

00:12:58.605 --> 00:13:01.005
Pro tip, you can always
give people an out.

00:13:01.155 --> 00:13:02.385
Hey, I respect your time.

00:13:02.445 --> 00:13:03.195
I know you're busy.

00:13:03.345 --> 00:13:06.225
I'm, I'm committed to quality
service and doing the best I can

00:13:06.230 --> 00:13:07.305
to help you through this process.

00:13:07.455 --> 00:13:09.705
So I'm gonna continually follow
up with you unless I hear other.

00:13:10.320 --> 00:13:10.590
All right.

00:13:10.590 --> 00:13:13.950
That's an out or at the bottom
of your email signature text.

00:13:13.950 --> 00:13:16.380
Say, if you've already made
a decision, just reply.

00:13:16.380 --> 00:13:17.520
No, I'll catch a hint.

00:13:17.970 --> 00:13:21.390
I give people the out and people tell
me, Adam, why are you giving them an out?

00:13:21.420 --> 00:13:22.380
I'm like, Cuz it's there.

00:13:22.385 --> 00:13:25.800
There's only two words that you
want to hear from this customer.

00:13:25.830 --> 00:13:27.210
It's either yes or no.

00:13:27.360 --> 00:13:29.820
You don't want nothing cuz
then you're wasting your time.

00:13:29.825 --> 00:13:30.300
Right?

00:13:30.510 --> 00:13:31.830
You're following up with a ghost.

00:13:32.459 --> 00:13:36.060
Ghosts don't have wallets,
. So I want yes or no.

00:13:36.060 --> 00:13:39.000
It's okay to give them an out and
remember, have fun, give 'em a

00:13:39.000 --> 00:13:41.069
reason, and, uh, follow the formula.

00:13:41.130 --> 00:13:44.280
And if you want the whole system, jump
in and grab the Roofing Sales Success

00:13:44.280 --> 00:13:46.170
formula for yourself or your team.

00:13:46.349 --> 00:13:49.439
All the contact information
is in the description below

00:13:49.444 --> 00:13:50.370
as well as the phone number.

00:13:50.370 --> 00:13:53.130
You can call or text our team if
you're interested in a private demo.

00:13:53.130 --> 00:13:56.099
Bring the team, you can see for yourself
how it works and get their buy in

00:13:56.099 --> 00:13:58.240
or buy out and, uh, decide for your.

00:13:58.655 --> 00:13:59.495
So there you have it.

00:13:59.495 --> 00:14:00.065
Quick summary.

00:14:00.065 --> 00:14:01.505
The best verse, worst follow, excuse me.

00:14:01.505 --> 00:14:03.005
Best versus worst follow up process.

00:14:03.245 --> 00:14:05.195
Worst is to leave it in
control of the homeowner.

00:14:05.345 --> 00:14:08.345
Best you set the follow up while
you're there for the next visit,

00:14:08.585 --> 00:14:10.985
and offer a phone call if they
don't want you back in the house.

00:14:11.285 --> 00:14:13.805
Number two, instead of nagging
them, are you ready to move forward?

00:14:14.070 --> 00:14:17.040
Follow the formula, or you can
use the copy paste templates

00:14:17.040 --> 00:14:19.410
that I provide in my program.

00:14:19.410 --> 00:14:20.280
Link in the description.

00:14:20.430 --> 00:14:24.000
The formula is to thank them, mention
something specific, tell them what

00:14:24.000 --> 00:14:27.600
happens next or what you expect of
them, and then thank them and invite

00:14:27.600 --> 00:14:29.250
them to reach out with any questions.

00:14:29.310 --> 00:14:30.900
And then how many times
should you follow up?

00:14:30.900 --> 00:14:32.350
Worst thing, don't follow up enough.

00:14:33.210 --> 00:14:35.790
Or at all best follow up through
every three to seven days.

00:14:35.850 --> 00:14:36.390
Yep.

00:14:36.510 --> 00:14:37.980
I know it's a lot, but guess what?

00:14:38.010 --> 00:14:40.650
You can give people an out
and you only need yes or no.

00:14:40.950 --> 00:14:41.670
So there you have it.

00:14:41.760 --> 00:14:44.340
If you want more videos, just
cause our time's about to wrap

00:14:44.345 --> 00:14:45.480
up and you haven't done it.

00:14:45.600 --> 00:14:49.950
I'd highly, highly, highly recommend
that you see why many, many thousands

00:14:49.955 --> 00:14:50.970
of people downloaded this freebie.

00:14:50.975 --> 00:14:53.730
And get your free copy right now of the
pitch, like a pro roofing sales training

00:14:53.730 --> 00:14:56.880
video library right here, or hang
with me on YouTube and hop right into

00:14:56.880 --> 00:14:58.530
this video and I'll see you very soon.