WEBVTT NOTE This file was generated by Descript 00:00:00.300 --> 00:00:04.019 You're the first person who's come out, so we're not ready to make a decision. 00:00:04.050 --> 00:00:05.730 We wanna get three estimates first. 00:00:06.405 --> 00:00:07.215 Have you heard this one? 00:00:07.605 --> 00:00:09.435 Brock had suggested this video. 00:00:09.435 --> 00:00:12.285 Brock, thank you so much cuz you're not the only one who's had this happen. 00:00:12.525 --> 00:00:15.255 This is an incredibly common objection, especially when it 00:00:15.255 --> 00:00:16.575 comes to retail roofing sales. 00:00:16.814 --> 00:00:19.515 When you show up at the house and you're the first person on site, cuz 00:00:19.520 --> 00:00:22.575 we all know speed to lead's important, but when you're the first one there, 00:00:22.755 --> 00:00:26.325 sometimes the one call close can be much harder cuz the homeowner needs 00:00:26.325 --> 00:00:28.695 to make decisions after seeing the. 00:00:29.355 --> 00:00:31.125 Which is what they're thinking might not be what they need, 00:00:31.275 --> 00:00:32.055 but it's what they're thinking. 00:00:32.055 --> 00:00:35.925 And remember, one of the most powerful skills in sales is to learn 00:00:35.925 --> 00:00:39.195 to think like our customers, which is putting ourselves in their shoes 00:00:39.195 --> 00:00:40.305 and getting out of our own way. 00:00:40.310 --> 00:00:42.405 Because, and my guess is you'd wanna do the same thing, right? 00:00:42.765 --> 00:00:44.895 What do homeowners want at this point? 00:00:45.165 --> 00:00:46.815 They want to get other estimates. 00:00:46.995 --> 00:00:47.535 Why? 00:00:47.715 --> 00:00:48.735 I want you to think about it now. 00:00:48.735 --> 00:00:49.155 Forget. 00:00:49.155 --> 00:00:49.455 You. 00:00:49.515 --> 00:00:49.905 Forget. 00:00:50.175 --> 00:00:51.435 Trying to think like them think. 00:00:51.435 --> 00:00:54.285 Like you imagine you're getting three estimates to replace the concrete in your. 00:00:55.245 --> 00:00:57.015 You want three estimates for what reason? 00:00:57.434 --> 00:00:59.535 To make sure the companies are reliable. 00:00:59.535 --> 00:01:03.555 They show up on time to make sure the estimates are apples to apples, 00:01:03.644 --> 00:01:07.785 and most importantly, to make sure you're getting a fair price. 00:01:08.115 --> 00:01:10.845 So in this video I'm gonna be teaching you a few different techniques to 00:01:10.845 --> 00:01:15.104 help you close these deals, even if you are the first one in the house. 00:01:15.164 --> 00:01:18.645 And I'm also gonna teach you how to make sure this doesn't come up at the end 00:01:18.650 --> 00:01:20.145 of the appointment cuz for some reason. 00:01:20.585 --> 00:01:21.995 This is when it usually does. 00:01:21.995 --> 00:01:25.085 You go out, you do your deal, you go through your presentation, you nail it, 00:01:25.085 --> 00:01:26.885 and they say, thanks for coming out. 00:01:27.035 --> 00:01:28.265 You're the first person out here. 00:01:28.265 --> 00:01:29.414 We wanna get three estimates. 00:01:29.414 --> 00:01:30.215 We'll call you back. 00:01:30.690 --> 00:01:31.679 Sound familiar? 00:01:31.950 --> 00:01:34.380 Well, let's learn how to tackle this one. 00:01:34.590 --> 00:01:36.090 Hey, my name's Adam Zeman. 00:01:36.090 --> 00:01:37.800 Just wanna say welcome or welcome back. 00:01:38.039 --> 00:01:41.970 Uh, my brand here, the roof strategist and everything we do is to help you and 00:01:41.970 --> 00:01:45.870 your team smash your income goal and give every customer an amazing experience. 00:01:45.930 --> 00:01:48.300 And if you want even more videos like this, hop into our 00:01:48.300 --> 00:01:49.410 brand new free training center. 00:01:49.725 --> 00:01:52.785 It's available@theroofstrategist.com, or you can click in the video or 00:01:52.785 --> 00:01:59.445 podcast description or text the word free to 3 0 3 2 2 2 71 33. 00:01:59.535 --> 00:02:00.255 Now let's get to it. 00:02:00.555 --> 00:02:06.285 Number one, this objection should not come up at the end of an appointment ever. 00:02:06.585 --> 00:02:07.185 Do you hear me? 00:02:07.274 --> 00:02:08.234 It shouldn't come up. 00:02:08.445 --> 00:02:08.865 Why? 00:02:09.195 --> 00:02:13.095 In my program, the car park closing formula that I teach, we want to 00:02:13.675 --> 00:02:16.935 discover or A, the second A is assessed, so connect and then A is assessed, 00:02:16.965 --> 00:02:20.505 assess where that customer's at in the process so we can then custom tailor our 00:02:20.505 --> 00:02:22.515 presentation to suit the customer's needs. 00:02:22.635 --> 00:02:26.355 So let me ask you, are you gonna present to a customer if you're the first one? 00:02:26.475 --> 00:02:28.725 The exact same way as if you're the last one out in the. 00:02:29.685 --> 00:02:31.425 . My guess is you're nodding your head saying, no. 00:02:31.425 --> 00:02:32.175 Of course I wouldn't. 00:02:32.355 --> 00:02:34.305 We would need to present differently. 00:02:34.305 --> 00:02:38.025 So my question to you is, well, why don't you just ask one of the questions I ask. 00:02:38.025 --> 00:02:41.025 First thing in the house is, Hey, how many estimates have you received so far? 00:02:41.535 --> 00:02:45.075 This gives me the information that I need if I'm gonna sell as first one 00:02:45.075 --> 00:02:46.545 in the home, or last one in the home. 00:02:46.755 --> 00:02:50.235 So the quickest, easiest fix is air this out early. 00:02:50.235 --> 00:02:51.195 That's number one. 00:02:51.495 --> 00:02:54.675 Number two, what we want to do when a customer says, Hey, you know, 00:02:54.675 --> 00:02:56.115 you're the first one coming out. 00:02:57.300 --> 00:02:59.910 We wanna wait to get a few more estimates is a few things. 00:03:00.150 --> 00:03:04.200 The this, this one is gonna be a little complex, but hang with 00:03:04.200 --> 00:03:05.940 me cuz it is wildly powerful. 00:03:06.810 --> 00:03:10.800 Groundwork first, there are three dominoes we must knock down in 00:03:10.800 --> 00:03:11.940 order in order to win the sale. 00:03:12.000 --> 00:03:13.740 And if you've been tuning in, same with me. 00:03:13.950 --> 00:03:15.270 Trust, need and money. 00:03:15.275 --> 00:03:18.000 Develop unshakable, trust, create the need, overcome the money issue. 00:03:18.300 --> 00:03:20.220 The trust thing is the big one. 00:03:20.430 --> 00:03:24.360 So what we want to explain to homeowners, especially on the retail side, is that 00:03:24.360 --> 00:03:26.460 not all estimates are apples to apple. 00:03:26.810 --> 00:03:29.150 Homeowners are doing exactly what you and I would do. 00:03:29.150 --> 00:03:31.670 You get an estimate, you scroll down, look at the number. 00:03:31.670 --> 00:03:32.390 There's your estimate. 00:03:32.390 --> 00:03:34.280 You don't care what they wrote or anything. 00:03:34.490 --> 00:03:35.780 They're looking dollar for dollar. 00:03:35.780 --> 00:03:40.160 But you and I both know that the most common way that roofers dup homeowners 00:03:40.310 --> 00:03:44.510 is by providing that blanket remover place roof X dollars, which means it's 00:03:44.515 --> 00:03:48.920 up to the roofer to make a a dec, an on the flight decision to reuse or. 00:03:49.650 --> 00:03:51.630 Roof to wall flashing, step flashing. 00:03:51.810 --> 00:03:53.670 Are they painting pipe jacks or not? 00:03:53.820 --> 00:03:56.519 Are they even reusing drip edge, which we've seen done? 00:03:56.790 --> 00:04:00.750 All of these details are up to the contractor on the fly, and it's 00:04:00.750 --> 00:04:03.150 kind of the only way they can make money when they're undercutting 00:04:03.150 --> 00:04:06.030 everybody, cuz there's just not enough meat on the bone to do that 00:04:06.180 --> 00:04:07.920 and actually survive in business. 00:04:07.980 --> 00:04:08.790 So we wanna do. 00:04:09.120 --> 00:04:14.070 is, explain this process to homeowners and then ask questions to them. 00:04:14.070 --> 00:04:17.100 Hey, you know, when you meet with other contractors, I don't 00:04:17.100 --> 00:04:18.870 want you to bring this up. 00:04:18.870 --> 00:04:22.920 This is for you to gauge their level of authenticity, trust, and transparency. 00:04:23.534 --> 00:04:26.744 Did they tell you what grade of shingle they're using, what grade of ridge cap 00:04:26.744 --> 00:04:29.265 they're using, how they're installing their valleys, whether it's W metal 00:04:29.265 --> 00:04:32.054 or ice and water shield, how many rows of ice and water shield they're 00:04:32.054 --> 00:04:34.635 putting on the home to make sure they're compliant with building code? 00:04:34.635 --> 00:04:39.284 Depending on the porch overhangs or longer overhangs may require multiple rows. 00:04:39.434 --> 00:04:40.934 What type of pipe jacks are they using? 00:04:41.114 --> 00:04:44.145 Are they reusing or replacing the roof to wall or sept to wall flashing? 00:04:44.294 --> 00:04:46.484 Do they give you a color for drip edge choice? 00:04:46.664 --> 00:04:50.085 When you begin letting them know all these details and saying if they're. 00:04:50.385 --> 00:04:55.815 Providing this information to you, there's a high likelihood that they are trying 00:04:55.815 --> 00:04:57.735 to dup you, which is what roofers do. 00:04:57.914 --> 00:05:01.155 So if you're first in the home and you go through that highly detailed 00:05:01.155 --> 00:05:04.635 presentation, excuse me, estimate, and if you're not doing that yet, 00:05:04.875 --> 00:05:06.195 that is your key takeaway from this. 00:05:06.705 --> 00:05:10.125 Episode is for you to put together a highly detailed estimate. 00:05:10.425 --> 00:05:10.755 All right? 00:05:10.844 --> 00:05:15.555 Now when you do that and you let them know to look for these things, when you kind of 00:05:15.560 --> 00:05:19.965 plant the seed and develop trust and, and now you're on this pedestal of the most 00:05:19.969 --> 00:05:23.445 trusted roofer, the next guy shows up and does all the things you warn them about. 00:05:23.505 --> 00:05:25.155 They're gonna be like, that guy was right. 00:05:25.515 --> 00:05:28.395 So that second thing you're gonna do, third thing you're gonna do is this. 00:05:28.785 --> 00:05:31.215 The risk reversal close. 00:05:31.395 --> 00:05:34.395 The risk reversal close is when a homeowner likes you and you can 00:05:34.395 --> 00:05:36.465 say, Hey, you know, how are you feeling about everything so far? 00:05:36.525 --> 00:05:37.635 They say, you know, we really like you. 00:05:37.635 --> 00:05:38.895 We just want to get a few estimates. 00:05:39.045 --> 00:05:40.005 Hey, totally understand. 00:05:40.005 --> 00:05:42.255 So what are your absolute biggest concerns? 00:05:42.465 --> 00:05:44.745 Well, my biggest concern is that someone else will come in 00:05:44.945 --> 00:05:45.855 in a more competitive price. 00:05:46.035 --> 00:05:47.355 I completely respect that. 00:05:47.505 --> 00:05:48.405 Now how would you feel? 00:05:48.405 --> 00:05:52.155 Cuz I respect your time and I know that going through this process is exhaust. 00:05:52.430 --> 00:05:55.850 Sitting down with people over and over again, what I'd be more than happy to, 00:05:56.070 --> 00:05:58.100 to, to do is get the project started. 00:05:58.160 --> 00:06:01.280 Move on to the fun part of picking colors, because you have a, a way to 00:06:01.285 --> 00:06:03.200 get started a hundred percent risk free. 00:06:03.380 --> 00:06:06.410 By law, you have a three day right to cancel, which means this 00:06:06.410 --> 00:06:08.390 agreement is dust in the wind. 00:06:08.540 --> 00:06:12.290 If someone else comes out and does a better job than me, just call me up. 00:06:12.635 --> 00:06:13.745 And we'll rip this thing up. 00:06:13.745 --> 00:06:14.765 You don't owe me a penny. 00:06:15.005 --> 00:06:15.755 Sound good? 00:06:15.965 --> 00:06:18.364 That way you can lock in the deal, encourage them. 00:06:18.364 --> 00:06:20.854 And by the way, go ahead and keep the other appointments with 00:06:20.854 --> 00:06:23.224 the other roofing companies so you can gather those estimates. 00:06:23.315 --> 00:06:26.224 And if you like what they did better, we'll cancel the agreement. 00:06:26.495 --> 00:06:31.145 This risk reversal close is so powerful because half the time, 00:06:31.145 --> 00:06:32.794 and let me, let me rephrase. 00:06:33.235 --> 00:06:37.615 I don't have enough split tested data to say exactly half the time I'm 00:06:37.615 --> 00:06:41.125 giving you anecdotal information from my experience that about half the 00:06:41.125 --> 00:06:45.355 time homeowners will cancel the other appointments cuz they like you and they 00:06:45.355 --> 00:06:47.245 just don't want to deal with anyone else. 00:06:47.575 --> 00:06:50.965 The second thing that'll happen is they'll keep those other appointments 00:06:51.055 --> 00:06:54.115 and most people won't do as good a job as you when you file the steps or if 00:06:54.115 --> 00:06:57.685 you're using a proper sales process and system like the one I teach and you 00:06:57.685 --> 00:07:00.175 can have access to Here, it's called the Roofing Sales Success Formula. 00:07:00.180 --> 00:07:00.535 I'll walk you. 00:07:01.125 --> 00:07:01.875 The whole thing. 00:07:02.175 --> 00:07:06.135 Now, when we go through all that and they trust you, they sign with you. 00:07:06.195 --> 00:07:08.475 And if someone else doesn't do a good enough job, you've 00:07:08.475 --> 00:07:09.315 already earned the deal. 00:07:09.315 --> 00:07:12.595 And remember, it doesn't matter if they end up canceling. 00:07:13.755 --> 00:07:18.135 They end up canceling because if you sign deals using the risk reversal 00:07:18.135 --> 00:07:21.645 close, you're gonna end up with more deals than you would otherwise cuz 00:07:21.705 --> 00:07:23.865 otherwise you have to follow back up. 00:07:23.865 --> 00:07:25.935 Hope you don't get ghosted, get back in the house. 00:07:26.115 --> 00:07:29.174 I would much rather just close those deals and risk a few. 00:07:29.325 --> 00:07:30.885 And it's worked so well for me. 00:07:30.885 --> 00:07:34.245 It's worked for folks that I'm training, it's working for companies I'm working 00:07:34.245 --> 00:07:38.414 with, and if you try this risk reversal close, you'll often overcome the, 00:07:38.565 --> 00:07:39.885 you're the first person in the house. 00:07:40.875 --> 00:07:44.054 We're waiting for more estimates to get that one call closed. 00:07:44.325 --> 00:07:46.575 Now, the final piece of advice for you is this. 00:07:46.755 --> 00:07:51.284 It is so important that if you don't get the deal, you set the follow up by 00:07:51.284 --> 00:07:54.044 asking the homeowner, Hey, I understand you're not comfortable moving forward. 00:07:54.135 --> 00:07:56.955 Listen, I know it's a really big decision selecting a contractor on 00:07:56.955 --> 00:07:59.895 your house, and it's hard to to trust. 00:08:00.255 --> 00:08:03.104 You know, every single contractor whose estimate's best, who's gonna do 00:08:03.104 --> 00:08:04.484 the best job, stand behind their work. 00:08:04.635 --> 00:08:07.664 So what I'd love to do for you is come back after your third and final estimate. 00:08:08.120 --> 00:08:08.510 When is that? 00:08:08.515 --> 00:08:08.840 Again? 00:08:09.020 --> 00:08:09.860 A Wednesday. 00:08:09.980 --> 00:08:13.850 So how about I come back on Thursday and I'll be a question punching bag? 00:08:13.850 --> 00:08:17.660 We can review those scopes or estimates side by side, and I'll help 00:08:17.665 --> 00:08:19.430 you decide even if it's not with me. 00:08:19.730 --> 00:08:21.740 Now, when's a good time for me to come out on Thursday? 00:08:22.425 --> 00:08:24.495 And then we get that follow up appointment set. 00:08:24.735 --> 00:08:28.905 Now, when you follow these four steps, you're gonna be able to get that one call 00:08:28.905 --> 00:08:34.155 close, or at least get much further in the one call close by again, doing what? 00:08:34.395 --> 00:08:37.125 Number one, asking upfront how many estimates they've received. 00:08:37.305 --> 00:08:41.085 Number two, explaining that all estimates are not apples to apples. 00:08:41.135 --> 00:08:41.555 And. 00:08:42.390 --> 00:08:45.360 Planting that seed of doubt for the other contractor by alerting them 00:08:45.360 --> 00:08:48.390 of the most common duping tactics that you and I both know are true. 00:08:48.660 --> 00:08:52.590 Number three, you are going to use the risk reversal close in order to 00:08:52.595 --> 00:08:55.920 get them to sign right there on the spot with the opportunity to cancel 00:08:55.925 --> 00:08:57.570 with you within three business days. 00:08:58.020 --> 00:09:00.420 And then number four, if you don't get that appointment, get the follow-up 00:09:00.420 --> 00:09:02.010 set and get back in the house. 00:09:02.280 --> 00:09:05.400 If I missed anything, drop a comment below and share it with me on how 00:09:05.400 --> 00:09:10.040 you handle the first in the house and waiting for a few estimates situation. 00:09:10.300 --> 00:09:11.349 Thanks for joining me here. 00:09:11.380 --> 00:09:14.170 If you liked this video, I'm How To Close 00:09:14.745 --> 00:09:18.040 When you're the first at the appointment, uh, the first one giving an estimate, 00:09:18.069 --> 00:09:21.219 then you and your team are gonna absolutely love the full sales system 00:09:21.224 --> 00:09:22.540 that I teach for both storm and retail. 00:09:22.780 --> 00:09:24.280 It's called the Roofing Sales Success Formula. 00:09:24.520 --> 00:09:26.469 I back it with a 30 day money back guarantee. 00:09:26.715 --> 00:09:29.235 And I promise you're gonna earn your money back in a sale. 00:09:29.655 --> 00:09:32.925 So there's details in the description, or you can text the 00:09:32.925 --> 00:09:37.395 word demo to 3 0 3 2 2 2 71 33. 00:09:37.605 --> 00:09:40.035 That's 3 0 3 2 2 2 71 33. 00:09:40.335 --> 00:09:43.395 Now, if you want to hang with me and jump into some more free roofing 00:09:43.395 --> 00:09:46.215 sales training, get into our brand new free training center right here, 00:09:46.215 --> 00:09:47.835 right now and get instant access. 00:09:48.135 --> 00:09:50.445 Or if you want to hang with me here on YouTube, YouTube thinks 00:09:50.445 --> 00:09:51.314 you're really gonna love this one. 00:09:51.615 --> 00:09:52.365 That's all for now. 00:09:52.395 --> 00:09:53.145 I'll see you on the next.