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This file was generated by Descript 

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You lost control of the conversation.

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The homeowner has begun to monologue.

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You it's the older person who
just loves bending someone's ear.

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Who's willing to listen, or the homeowner
who starts drilling you with questions

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all over the place or the person who
just gets you buried in story time.

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That has nothing to do with
why you're in the home.

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And you're stuck in this predicament
of like, how do I hurry these people

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along in a way that's not pushy?

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Cuz I know I don't wanna lose the.

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Or maybe you're like me and you
are a natural people pleaser.

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And you're like, Hey, how do I find that
fine line between appeasing them and being

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respectful and giving them a little bit
of runway without being really aggressive

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and only focused on business because
after all, we do need to build rapport.

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We need to connect with our homeowners
and it can be a really delicate line.

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It's a little tight rope act and
one misstep and you lose the deal.

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And I don't want that to happen to you.

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So in this short, punchy video, I'm
gonna give you a one liner that you

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can start using on the very next sale
that you run to take back control of

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the sale for those runaway customers.

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You know, the type before we get into it.

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I just wanna say welcome or welcome back.

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Thank you so much for investing your
valuable time with me here today.

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I'm hoping that this one little
trick, this one liner is gonna help

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you control the dialogue, win more
sales and have even better customer

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experiences because after all, that's
what it's all about so we can help.

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

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And that is my mission.

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All right.

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The one liner I'm gonna
break this down really fast.

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When a homeowner starts running on a
tangent, I'm going to give you an example

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and then I'm gonna sketch this out so
you can see it right before your eyes.

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When a homeowner goes off on
a tangent, Hey, you know what?

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I'm so glad you stopped by.

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And then you build rapport.

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Hey, what'd you do this week?

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How'd things going, you know,
last week my family was in town.

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My aunt Peggy actually flew in from
South Carolina, her three grandkids,

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Margaret Michael, and Janet.

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And we all went out to the lake.

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We were out on the boat.

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And then before, you know, it you're
like, oh no, how long is this gonna go?

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Like, come on.

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This is small talk.

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I'm just wanting to hear
like, oh, good, great.

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We had a great weekend.

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How.

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Good.

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Great.

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And let's get down to business.

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And when these stories come, we need
to find that, that tactful way to

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insert ourselves and kind of interrupt
in reel back that conversation.

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So you can stay in control.

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So as Peggy is telling me this, we
all know Peggy right about her aunt

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that came in and being under the boat.

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I'm gonna say that sounds like
absolute, like an absolute blast.

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What an amazing experience anyway.

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Back to boom, and then we're back into it.

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So this sounds like anyway, formula.

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So I wanna break this down for you.

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Sounds like a really great time.

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Sounds like you really
enjoyed time with your family.

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Sounds like you guys had
a blast out on the boat.

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Sounds like a jam packed,
fun filled weekend.

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So there's my intro sounds like, and then
I want to acknowledge what they said.

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Bring meaning to it.

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Say, Hey, I've been listening.

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I hear you.

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Then we wanna follow up with just
kind of interrupting yourself anyway.

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And boom.

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Now we're back on track.

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Anyway, as we were talking
about with X, Y, and Z.

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Anyway, we were talking about your
roof and what's gonna happen next.

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Anyway, we were talking about
the insurance company, which

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carrier do you have again?

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Very simple framework to use.

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You'll notice at first this
might be a little uncomfortable.

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You're gonna feel like you're being
invasive, but what I've found is that when

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you use this formula and you acknowledge,
and you can just interject when there's

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a, when there's a, a pause or a gap, cuz
sometimes we have the runaway customers

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who might go on for five, 10 minutes.

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You're checking your watch.

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You're like, man, when, when is.

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Stop.

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When you find something that you can
respond to that's when you interject

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sounds like that fishing trip was amazing.

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Sounds like you're really excited
to go on this trip to Disney world

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with the kids anyway, and then
resuming to where you left off.

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So anyway, and then pick
up where you left off.

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Now, one final tip for you.

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If you're using this and it still feels.

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Two forward, which by the way, I would
recommend that you try this and lean

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into your discomfort because most
homeowners, they just catch the hint.

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They're like, oh, he's being nice.

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He might be on a tight schedule.

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He might have a tight timeline,
or we need to get back on

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track almost every single time.

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People hear you and understand, but
you're doing it by letting them know

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you're listening and you're compassion.

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And that's why it's so important to say,
sounds like, and then acknowledge some

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specifics of what they shared with you.

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And.

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Anyway, back on track.

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Here's the tip.

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If you are someone who's
like, you know what?

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This homeowner just keeps
running off with it.

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I've done this four times, cuz by
the way, you might do this four

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times in the same appointment.

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I wanna give you one more tool and
that's sounds like an amazing time.

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Hey listen.

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I'm sure you and I could chat the entire
evening about boating on lake Mendota.

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You know, unfortunately I
don't want to keep you all day.

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So instead of I have another
appointment, I don't want to keep

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you all day anyway, back on track.

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So that's one.

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Twist, you can throw on it to again,
disarm and not make it about them.

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I don't want to keep you all day and
very rarely are they ever gonna say

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anything, say, Hey, they catch the hint.

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They see through it.

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This is a polite way of saying let's
stay on track every once in a while.

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And I just wanna prepare you for this.

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You're gonna get that homeowner
says I got all night and you're

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gonna say, and I wish I did too.

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very simple and I wish I did too.

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Unfortunately, I've got an
appointment coming up in an hour or

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whatever it is and there's your out.

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So there you have it, the one liner to
take back control for the runaway monolog.

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Customer who's telling you
stories and taking you on a

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journey with all these questions.

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This sounds like anyway,
formula there, you have it.

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And I hope you can apply this
on the very next sale you make.

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Now.

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Listen, just cuz our time
here is about to wrap up.

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Doesn't mean you are in my time, has
to, so if you want to continue your

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journey with me, click right here
and download a free copy of my pitch.

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Like a pro roofing sales training
video library right here.

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And you can bend through all the
videos I've ever done organized by

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category or hang with me right here
on YouTube and jump into this video.

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They think you're really gonna love it.

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We'll see you soon.