WEBVTT NOTE This file was generated by Descript 00:00:00.270 --> 00:00:05.400 People buy from people they know like, and I'm gonna guess you filled it in trust. 00:00:06.390 --> 00:00:10.650 What if I told you there's another T word that will help you either maintain this 00:00:10.650 --> 00:00:14.670 high level of trust so you can get a yes walk outta the house with a signed deal 00:00:14.670 --> 00:00:16.620 and maybe even a pocket full of referrals. 00:00:16.890 --> 00:00:20.760 Or if you screw up this one T word, it's not trust the other one. 00:00:21.315 --> 00:00:25.035 It's going to absolutely kill the trust that you've built up, and you're 00:00:25.035 --> 00:00:29.174 gonna walk outta that house not only with no deal, but being accused of 00:00:29.174 --> 00:00:31.875 being a sleazy, slimy salesperson. 00:00:32.384 --> 00:00:34.395 Now, I don't know about you, but I've been called that before. 00:00:34.845 --> 00:00:37.845 And it crawls, it makes my skin crawl. 00:00:37.935 --> 00:00:41.775 And the reason it does is it, it, it's like someone went inside 00:00:41.780 --> 00:00:45.135 my soul and tore my values apart and said, you're a scumbag. 00:00:45.165 --> 00:00:49.485 And I'm like, but I've, everything that I've done has been the complete opposite. 00:00:49.485 --> 00:00:51.885 Trying to do the complete opposite. 00:00:51.885 --> 00:00:55.725 To live from a place of core values and integrity and honor of 00:00:55.730 --> 00:00:59.205 service, to be of service to others and do the absolute best I can. 00:00:59.265 --> 00:01:02.180 And when people start pointing their finger at me, I sort of realized that 00:01:02.180 --> 00:01:05.780 it was mistakes that I was making unconsciously or subconsciously 00:01:05.929 --> 00:01:07.280 that ended up killing trust. 00:01:07.340 --> 00:01:11.270 And that all boils down to this one T word that I'll be teaching you today 00:01:11.300 --> 00:01:14.630 and how again, it can either help you close deals or it'll kill deals. 00:01:14.780 --> 00:01:16.910 And I'm gonna share it with you starting with a story. 00:01:16.910 --> 00:01:20.655 But first, A quick welcome or welcome back, Adam Bessman here at the Roof 00:01:20.655 --> 00:01:25.125 Strategist and everything that I do here on my channel, in my program and my 00:01:25.125 --> 00:01:30.075 speaking events is designed to help you and your team smash your income goal and 00:01:30.075 --> 00:01:32.445 give every customer an amazing experience. 00:01:32.475 --> 00:01:36.915 And I do what I do because I've observed that about 66% of salespeople quit or 00:01:37.215 --> 00:01:38.745 get fired in their very first year. 00:01:38.835 --> 00:01:43.905 And I want to help make sure more people that join this industry stay successful 00:01:43.965 --> 00:01:45.915 from as early as their very first week. 00:01:45.915 --> 00:01:48.705 So they can change their lives and provide incredible opportunities 00:01:48.705 --> 00:01:50.115 for themselves and their families. 00:01:50.475 --> 00:01:54.135 And again, the reason that I share this story, to open this up, is 00:01:54.405 --> 00:01:58.035 so many people are very similar to, to me and how I came into the 00:01:58.035 --> 00:01:59.925 business from not a really good spot. 00:01:59.930 --> 00:02:03.975 Massage therapist earning under $20,000 a year, living on $4 and 20 cents a day 00:02:03.980 --> 00:02:05.035 in groceries, never going out to eat. 00:02:06.015 --> 00:02:10.395 And finding this amazing opportunity that accepts virtually everybody with open arms 00:02:10.395 --> 00:02:11.805 and says, here's an equal opportunity. 00:02:11.955 --> 00:02:13.635 So long as you can apply yourself. 00:02:13.695 --> 00:02:16.425 And more and more the industry's changing. 00:02:16.425 --> 00:02:19.125 And we're attracting what I'll call good with people, people, people who 00:02:19.125 --> 00:02:20.775 are really here to make a difference. 00:02:20.780 --> 00:02:22.185 It's not purely greed. 00:02:22.215 --> 00:02:25.305 You know, the one that's poisoned the industry, the bad apples that you see 00:02:25.305 --> 00:02:26.775 featured in the news, scamming people. 00:02:26.925 --> 00:02:29.355 These are good folks that really wanna serve well. 00:02:29.535 --> 00:02:34.185 But the downside is that sometimes folks that are good people that wanna serve 00:02:34.185 --> 00:02:38.785 well, They end up making mistakes that kill trust, just like I shared before. 00:02:39.025 --> 00:02:43.015 And I wanna share with you how to avoid that by becoming a little bit more 00:02:43.019 --> 00:02:47.155 self-aware and how important this one little T word is in the sales process. 00:02:47.155 --> 00:02:51.084 Now, first I'm gonna share a story with you to exemplify pretty much every single 00:02:51.084 --> 00:02:52.106 one of the mistakes that you can make. 00:02:53.280 --> 00:02:56.010 So you don't make 'em, and then I'll teach you that T word and how we can 00:02:56.010 --> 00:03:00.660 maintain that in the sales process to help you close more deals and walk 00:03:00.665 --> 00:03:04.380 out of the house with a pocket full of referrals ready to get started? 00:03:04.470 --> 00:03:05.130 Let's rock and roll. 00:03:05.210 --> 00:03:05.700 Alright. 00:03:06.360 --> 00:03:07.680 It was about 12 years ago now. 00:03:08.010 --> 00:03:10.260 Uh, maybe, yeah, 12 years ago. 00:03:10.920 --> 00:03:11.700 I'm with my wife Sheena. 00:03:11.705 --> 00:03:14.760 We walk into this gym, by the way, it was in Madison, Wisconsin. 00:03:14.760 --> 00:03:17.910 It was one of the bigger gyms there, and I wanted to get a gym membership. 00:03:18.735 --> 00:03:20.985 I walk in, I sit down, and it was really weird. 00:03:21.015 --> 00:03:24.315 They didn't advertise rates anywhere on their website. 00:03:24.615 --> 00:03:27.195 You had to set an appointment with a salesperson and go into 00:03:27.195 --> 00:03:28.425 their office and close the door. 00:03:28.635 --> 00:03:32.055 Now, picture this, you walk into the office, there's a wall 00:03:32.055 --> 00:03:33.975 of glass overlooking the gym. 00:03:34.155 --> 00:03:35.265 The blinds are closed. 00:03:35.275 --> 00:03:36.706 There's two seats here. 00:03:36.711 --> 00:03:40.155 There's a big table in front, and there's a gentleman, a salesperson 00:03:40.155 --> 00:03:43.665 who's sitting across the table directly across from us with his computer open. 00:03:43.995 --> 00:03:46.065 I look around for a rate sheet and there is none. 00:03:46.305 --> 00:03:47.894 I say, Hey, we just want to join the gym. 00:03:47.894 --> 00:03:48.975 What are, what does this look like? 00:03:48.975 --> 00:03:49.605 What are the rates? 00:03:49.725 --> 00:03:53.924 And then he proceeds to ask us all this questions while referencing his computer 00:03:54.015 --> 00:03:56.174 that he has right here that I can't see. 00:03:56.234 --> 00:03:58.095 Now I just want to ask you, how does this feel? 00:03:58.095 --> 00:03:58.755 What am I looking at? 00:03:59.174 --> 00:04:02.055 Does this make you feel comfortable seeing my screen? 00:04:02.055 --> 00:04:02.445 You can't, right? 00:04:02.505 --> 00:04:03.915 But you don't know what I'm looking at. 00:04:04.005 --> 00:04:07.394 So I'm typing around over here trying to figure things out, and he's being 00:04:07.394 --> 00:04:08.715 inquisitive with his questions. 00:04:09.195 --> 00:04:11.505 And then, We get to the rate discussion. 00:04:11.924 --> 00:04:15.345 The gentleman grabs a scratch piece of paper and writes this down. 00:04:15.345 --> 00:04:22.125 He goes, he slides it over on the desk and I peel it up and I'm like $150 00:04:22.125 --> 00:04:25.005 a month per person to join the gym. 00:04:25.245 --> 00:04:26.094 Are you kidding me? 00:04:27.270 --> 00:04:28.169 I'm still looking around. 00:04:28.169 --> 00:04:29.039 There's no rate sheet. 00:04:29.370 --> 00:04:31.469 I look at him, I'm like, dude, this is ridiculous. 00:04:31.560 --> 00:04:33.599 So then he grabs that piece of paper, he goes, how about this? 00:04:33.659 --> 00:04:36.359 And then he writes down a new number and all of a sudden it drops. 00:04:36.359 --> 00:04:37.260 And I'm going off memory. 00:04:37.260 --> 00:04:39.419 It dropped a little bit, but not a lot for this conversation. 00:04:39.419 --> 00:04:41.130 Call it $125 a month. 00:04:41.190 --> 00:04:44.400 And then he slides it back over and she and I are like, this is insane. 00:04:44.640 --> 00:04:48.450 1 25 a month for this gym membership is like a little excessive. 00:04:49.305 --> 00:04:53.265 So I say to him, I say, listen man, we each want a year membership. 00:04:53.505 --> 00:04:56.625 Do you guys offer discounted rates if we do like a year long commitment? 00:04:56.925 --> 00:04:59.295 So then he grabs that piece of paper and he slides it over and 00:04:59.295 --> 00:05:02.085 he sketches this out, and then all of a sudden he slides it back. 00:05:02.085 --> 00:05:04.545 We look at it and I'm like, $60 a person. 00:05:04.605 --> 00:05:06.855 How did we go from one 50 to 60? 00:05:07.475 --> 00:05:10.905 Now he planted this seed of doubt because at this point I don't trust 00:05:10.905 --> 00:05:12.375 this guy as far as I can throw him. 00:05:12.375 --> 00:05:13.365 And he was bigger than me. 00:05:13.425 --> 00:05:14.715 I couldn't throw him very far. 00:05:15.375 --> 00:05:17.180 So I'm sitting there and I'm like, All right. 00:05:17.180 --> 00:05:18.409 There's no rate sheet. 00:05:18.710 --> 00:05:21.620 Every time we ask, they peel away more money. 00:05:21.830 --> 00:05:24.770 This seems like a total gimmick to take us for whatever they can. 00:05:25.010 --> 00:05:28.130 So I say to him, what if we do a full year and I prepay for the 00:05:28.130 --> 00:05:30.020 year in advance for both of us? 00:05:30.110 --> 00:05:32.840 And then he grabs that piece of paper, sketches something out, 00:05:32.844 --> 00:05:39.560 and slides it over, and we ends up showing us $20 per month per person. 00:05:39.930 --> 00:05:45.180 Two zero $20 from 150 to $20 a month. 00:05:45.900 --> 00:05:49.740 Now, not only did this not make me feel good, it made me angry. 00:05:49.745 --> 00:05:53.940 So much so that I actually had to refilm this because I named that company out 00:05:53.940 --> 00:05:55.620 of rage, and I decided, you know what? 00:05:55.620 --> 00:05:56.700 I don't wanna play those games. 00:05:56.820 --> 00:05:57.930 I'm gonna refilm this video. 00:05:57.930 --> 00:05:58.960 I'm not including their company name. 00:05:59.370 --> 00:06:00.990 If you're in Madison, Wisconsin, you know the gym. 00:06:01.080 --> 00:06:01.860 We'll just put it that way. 00:06:02.460 --> 00:06:02.850 All right? 00:06:03.000 --> 00:06:04.500 One 50 to 20. 00:06:04.740 --> 00:06:07.890 What was missing is the T word that this video is all about, 00:06:07.890 --> 00:06:10.260 and that is, Transparency. 00:06:10.500 --> 00:06:14.640 Transparency is the number one thing that will help sustain and 00:06:14.640 --> 00:06:16.620 even build trust in the home. 00:06:16.830 --> 00:06:19.560 But if there's no transparency, it will kill trust. 00:06:19.800 --> 00:06:22.770 Plant seeds of doubt, of people feeling like they're being taken 00:06:22.890 --> 00:06:24.180 and it will lose you deals. 00:06:24.360 --> 00:06:26.970 So whether you're selling storm or retail, this concept applies. 00:06:27.070 --> 00:06:30.210 And now I want to bring it into the home about how to maintain trust. 00:06:30.210 --> 00:06:31.200 First things first. 00:06:31.210 --> 00:06:31.659 Excuse me. 00:06:31.659 --> 00:06:33.099 Maintain trust through transparency. 00:06:33.340 --> 00:06:36.310 When you're in the home, do not sit cuz these, this guy made 00:06:36.310 --> 00:06:37.570 every single mistake in the book. 00:06:37.810 --> 00:06:39.880 You don't sit squared up to people like this. 00:06:39.880 --> 00:06:41.320 You'd sit side by side. 00:06:41.409 --> 00:06:41.890 Why? 00:06:42.099 --> 00:06:43.599 Look, here's my laptop. 00:06:43.630 --> 00:06:44.289 Can't see what I'm looking at. 00:06:45.105 --> 00:06:49.245 I go here, my laptop's off fulfilling, but you can see everything that I'm doing. 00:06:49.245 --> 00:06:50.415 Hey, let me show you what's going on. 00:06:50.625 --> 00:06:52.125 This invites transparency. 00:06:52.335 --> 00:06:55.275 This is, I'm hiding from something from you and I don't want you to see it. 00:06:55.455 --> 00:06:57.675 You know, like when you're at the bank and they're typing away 00:06:57.975 --> 00:06:59.365 and they're like, oh, oh, oh. 00:06:59.835 --> 00:07:00.645 Now I can show it to you. 00:07:00.645 --> 00:07:03.255 And they peel off that little screen and then you're like, now I can 00:07:03.255 --> 00:07:06.225 see That's the, that's the opposite of transparency, which is fine. 00:07:06.225 --> 00:07:08.775 I understand that's protected information, but just so you can get that feeling. 00:07:09.045 --> 00:07:10.425 So instead of sitting across from. 00:07:10.460 --> 00:07:14.000 We sit next to, and if you're using a device, your phone, 00:07:14.000 --> 00:07:15.530 tablet, computer, whatever you. 00:07:15.854 --> 00:07:19.185 Even reviewing paperwork, you want that person to be able to see your screen. 00:07:19.185 --> 00:07:20.145 So that's transparency. 00:07:20.145 --> 00:07:22.205 Tip number one, transparency. 00:07:22.424 --> 00:07:28.364 Tip number two, offer a flat rate investment option and show everything 00:07:28.424 --> 00:07:30.375 on the screen to the homeowner. 00:07:30.614 --> 00:07:32.505 Do not, I'm very retail storm. 00:07:32.625 --> 00:07:33.604 I don't negotiate. 00:07:34.215 --> 00:07:35.234 I'm not a negotiator. 00:07:35.239 --> 00:07:37.604 If, if, if price changes, the scope changes with it. 00:07:37.995 --> 00:07:40.604 Otherwise, we open up that can of worms like I shared before. 00:07:41.445 --> 00:07:45.375 Now, I learned this through our direct experience because we had 00:07:45.375 --> 00:07:48.975 restructured our programs and packages because we added more. 00:07:49.155 --> 00:07:52.395 I used to have just our roof, our roofing sales success formula, my flagship 00:07:52.395 --> 00:07:56.085 program, and then we added the Pitch Pro movement, the community and mastermind 00:07:56.085 --> 00:07:58.935 to work together in a tight-knit group, join our annual event, join on 00:07:58.935 --> 00:08:02.955 interactive live zoom sessions, provide coaching and support for a team, have 00:08:03.165 --> 00:08:05.595 uh, masterminds for owners and managers. 00:08:05.805 --> 00:08:07.755 All of that stuff was new. 00:08:08.520 --> 00:08:11.580 And we had to find ways to put them together and bundle as people wanted to. 00:08:11.760 --> 00:08:14.520 We added our supplement training presented by Drew Subtle. 00:08:14.640 --> 00:08:16.590 We added our roof with solar sales system. 00:08:16.740 --> 00:08:19.350 So in doing so, we created flat rate investment options. 00:08:19.500 --> 00:08:21.270 You literally pick any combination you want. 00:08:21.390 --> 00:08:24.690 We provide a discount based on the package, and then here's the rate. 00:08:24.930 --> 00:08:29.385 But when we first rolled this out, I found through watching our recorded 00:08:29.385 --> 00:08:34.395 sessions as Matt was presenting to our, our potential customers, that there was 00:08:34.395 --> 00:08:37.544 these glances that owners were making when we got to the investment options. 00:08:37.725 --> 00:08:39.464 Cuz Matt's referencing this rate sheet. 00:08:39.495 --> 00:08:40.725 Uh, it's here, it's here, it's here. 00:08:40.845 --> 00:08:41.714 It wasn't his fault. 00:08:42.015 --> 00:08:44.865 But Matt comes to me, he goes, Adam, the transparency is gone. 00:08:45.069 --> 00:08:49.660 And what we used to do is just share it on our website, share it right 00:08:49.665 --> 00:08:51.160 in front of them, which we now do. 00:08:51.160 --> 00:08:54.490 So if you join us on a demo and you wanna learn about those programs, by 00:08:54.495 --> 00:08:58.270 the way, you can by clicking a link in the description or texting the word 00:08:58.270 --> 00:09:03.650 demo, D e m o, to 3 0 3 2 2 2 71 33. 00:09:03.939 --> 00:09:07.780 That's demo to 3 0 3 2 2 2 71 33. 00:09:07.780 --> 00:09:11.319 So you can see how transparency works with our system and what we do. 00:09:12.015 --> 00:09:16.275 Is share our screen now and show you if you want this, here's the option. 00:09:16.275 --> 00:09:17.775 0% interest for six months. 00:09:18.285 --> 00:09:19.635 This is the investment option. 00:09:19.635 --> 00:09:23.235 Or we offer a one time only investment and you save, and this is our best deal 00:09:23.235 --> 00:09:24.465 and it's right in front of your eyes. 00:09:24.525 --> 00:09:27.635 And we watched our closing rates skyrocket because people felt comfortable. 00:09:28.135 --> 00:09:30.175 With that level of transparency. 00:09:30.235 --> 00:09:32.995 And I find the same thing when we're selling in the home. 00:09:33.175 --> 00:09:36.085 If you're presenting a retail estimate, you have to be transparent about 00:09:36.085 --> 00:09:39.505 all the investment options and the price changes and whatever else. 00:09:39.505 --> 00:09:40.825 And I know we're not saying price in the home. 00:09:40.975 --> 00:09:42.205 This is just for this conversation. 00:09:42.475 --> 00:09:45.325 On the storm side, we have to be transparent with what that 00:09:45.325 --> 00:09:48.745 contingency agreement states with how the deductible works. 00:09:48.895 --> 00:09:53.995 So maintaining high levels of transparency, which includes once 00:09:53.995 --> 00:09:55.705 you accept their hard-earned money. 00:09:55.955 --> 00:09:58.175 The check, the deposit, whatever it is. 00:09:58.655 --> 00:10:01.775 When they go to finance the deal, what happens next? 00:10:01.780 --> 00:10:06.515 People need to, again, have that level of transparency every single step of 00:10:06.515 --> 00:10:08.195 the way so they know what happens. 00:10:08.195 --> 00:10:12.665 Transparency, my friends, is what will keep that level of trust 00:10:12.670 --> 00:10:15.815 that you've built, build it even higher, and help you get the deal. 00:10:15.995 --> 00:10:19.895 But if you screw up or you are not transparent, what comes across is it 00:10:19.895 --> 00:10:21.545 looks like you're hiding something. 00:10:22.380 --> 00:10:23.819 And no one wants that. 00:10:24.240 --> 00:10:26.609 Now, one quick fun story on transparency. 00:10:26.849 --> 00:10:29.219 It was down in Orlando, Florida, in Marcos. 00:10:29.219 --> 00:10:29.640 Marcos. 00:10:29.640 --> 00:10:30.180 This one's for you. 00:10:30.180 --> 00:10:32.849 My friend Marcos fellow member of the Pitch per Movement. 00:10:32.849 --> 00:10:33.750 His team's on our training. 00:10:33.930 --> 00:10:35.010 We went out four-wheeling. 00:10:35.099 --> 00:10:37.170 Uh, I got down there a day early before an event. 00:10:37.170 --> 00:10:38.219 He's like, dude, let's go four-wheeling. 00:10:38.459 --> 00:10:41.850 We go there and he knows I'm a nerd on watches and he bought me a watch 00:10:41.850 --> 00:10:44.640 and he says, the reason I bought you this clear watch is because 00:10:44.640 --> 00:10:46.470 you and I have transparency, bro. 00:10:46.770 --> 00:10:49.680 And transparency is what builds deep relationships. 00:10:49.680 --> 00:10:51.209 So Marcos, thank you for the watch. 00:10:51.390 --> 00:10:56.430 Thank you for the symbol in transparency is that building block that allows us 00:10:56.435 --> 00:11:02.189 to, again, build deep relationships with our customers to not only serve them in a 00:11:02.189 --> 00:11:03.689 heartfelt way and give great service, but. 00:11:03.954 --> 00:11:04.464 Earn. 00:11:04.734 --> 00:11:06.594 You noticed I said earn, earn the deal. 00:11:07.104 --> 00:11:07.915 So there you have it. 00:11:07.944 --> 00:11:13.015 Transparency is the other tea that has not talked about enough that will gain, 00:11:13.074 --> 00:11:16.045 build trust or kill it and kill your deal. 00:11:16.584 --> 00:11:18.834 Now, I'd love to hear from you in the comment section below. 00:11:19.074 --> 00:11:20.214 Do you agree or disagree? 00:11:20.395 --> 00:11:22.314 Are you someone who does price drops in the house? 00:11:22.314 --> 00:11:23.875 Do you think negotiating is a good idea? 00:11:24.084 --> 00:11:26.694 Hey, just cuz it's the way I believe it doesn't mean it's the only way to do it. 00:11:26.844 --> 00:11:29.395 I share my beliefs and what works for me and what aligns with my values. 00:11:29.694 --> 00:11:32.305 But the beautiful part about the roof strategist community here. 00:11:32.535 --> 00:11:36.435 Um, the YouTube channel, the podcast, Instagram, Facebook, TikTok, is inviting 00:11:36.435 --> 00:11:39.915 conversation to help foster growth for all of us by challenging ideas 00:11:40.065 --> 00:11:42.045 and opening our eyes up to new ideas. 00:11:42.105 --> 00:11:45.675 And as you've probably seen throughout my videos, my views have changed. 00:11:45.795 --> 00:11:49.455 There's things I've done that I've, I've shifted my i, my ideas and views on. 00:11:49.490 --> 00:11:52.970 And that's just part of growth is not being dogmatic, that this is the only 00:11:52.970 --> 00:11:54.560 way and being receptive to change. 00:11:54.560 --> 00:11:58.640 So drop a comment and share with me how you feel about transparency, 00:11:58.850 --> 00:12:02.330 price drops or negotiation, and it will help others learn as well. 00:12:02.570 --> 00:12:03.140 So there you have it. 00:12:03.140 --> 00:12:05.481 Thank you again for joining me in today's video just cuz our time here. 00:12:05.910 --> 00:12:07.140 It's about to wrap up. 00:12:07.260 --> 00:12:09.060 Doesn't mean you're in my time has to. 00:12:09.060 --> 00:12:12.540 So if you haven't yet done it and you're interested in our program, I 00:12:12.540 --> 00:12:15.990 want you to see and decide for yourself and you can experience the level 00:12:15.990 --> 00:12:17.460 of transparency we provide to you. 00:12:17.610 --> 00:12:20.760 By the way, if we drop the ball in any way, email me personally. 00:12:21.000 --> 00:12:23.490 You can respond to any of the emails that you get if you're in the insiders. 00:12:24.120 --> 00:12:25.110 It will come to me. 00:12:25.230 --> 00:12:27.960 I want to hear about it, and you click the link in the description below or 00:12:27.960 --> 00:12:33.060 text the word demo to 3 0 3 2 2 2 71 33. 00:12:33.300 --> 00:12:35.730 Or if you wanna hang with me here on YouTube, YouTube thinks you're 00:12:35.730 --> 00:12:38.280 really gonna love this video and it'll see you on the next one.