WEBVTT NOTE This file was generated by Descript 00:00:00.630 --> 00:00:02.820 So, what is the difference between selling smaller roofs? 00:00:02.820 --> 00:00:06.870 Let's say 20 to 35 or 40 square roofs and huge roofs. 00:00:06.870 --> 00:00:10.380 Those 40, 50, 60 up to 80 square residential roofs 00:00:10.380 --> 00:00:11.580 with monster commissions. 00:00:11.880 --> 00:00:13.890 Well, I'm gonna break that down in this video. 00:00:13.895 --> 00:00:15.090 Thanks to high tier smash. 00:00:15.095 --> 00:00:16.840 You two subscriber who dropped a comment saying, Hey, Adam. 00:00:17.334 --> 00:00:19.125 Can you please do a video and the difference between selling 00:00:19.125 --> 00:00:20.505 small roofs and big roofs. 00:00:20.534 --> 00:00:23.325 And then he's followed up with a, a comment later on as well. 00:00:23.325 --> 00:00:25.604 Second comment on the same video saying, Hey, the, the cutoff 00:00:25.604 --> 00:00:26.685 for me is about 40 square. 00:00:26.685 --> 00:00:28.875 So how can I start selling larger roofs better? 00:00:28.904 --> 00:00:32.595 And I really want to focus on this because I know all of us are out there. 00:00:32.595 --> 00:00:36.105 We drive by and we see the big roofs and we want to go after 'em and we 00:00:36.105 --> 00:00:38.985 want get those sales done, cuz they're bigger deals, bigger commission in 00:00:38.985 --> 00:00:42.345 a more efficient use of our time and who doesn't love hunting whales. 00:00:42.644 --> 00:00:45.375 So I'm gonna break all that down in more in just a minute, but first 00:00:45.375 --> 00:00:46.665 I wanna say welcome or welcome. 00:00:47.175 --> 00:00:47.895 My name is Adam. 00:00:47.895 --> 00:00:49.035 Besman the roof strategist. 00:00:49.035 --> 00:00:53.025 And my mission is to help you and your team smash your income goal and give 00:00:53.025 --> 00:00:56.445 every customer an amazing experience and to help kickstart that journey. 00:00:56.450 --> 00:00:59.055 If you are new, here is a free copy. 00:00:59.085 --> 00:00:59.985 Getting this in your hands. 00:00:59.985 --> 00:01:03.135 A free copy of my pitch, like a pro roofing sales training 00:01:03.195 --> 00:01:04.754 video library over 300 videos. 00:01:04.935 --> 00:01:05.805 I know it says two 40. 00:01:05.805 --> 00:01:09.135 We gotta update that over 300 videos organized by category for easy 00:01:09.135 --> 00:01:13.605 binging, and you can get yours now for free over@theroofstrategist.com 00:01:13.605 --> 00:01:15.625 or by clicking the link in the Des. 00:01:15.865 --> 00:01:16.494 Right now. 00:01:17.005 --> 00:01:17.785 All right. 00:01:17.875 --> 00:01:21.565 Now let's get to this difference between selling small and big roofs. 00:01:22.435 --> 00:01:23.935 Should we do the, the worst part first? 00:01:24.085 --> 00:01:24.685 Let's do it. 00:01:24.985 --> 00:01:25.464 There's no differe. 00:01:26.325 --> 00:01:28.425 Video over, check out, go on the next one. 00:01:28.665 --> 00:01:29.265 Now don't do that. 00:01:29.265 --> 00:01:31.545 Cuz we're gonna get into the real difference cuz the truth is there's 00:01:31.545 --> 00:01:33.615 no difference on how you sell these. 00:01:33.615 --> 00:01:34.485 The difference is subtle. 00:01:34.490 --> 00:01:37.395 The sales system, the sales process is all the same. 00:01:37.605 --> 00:01:41.055 Whether using your own, whether using my roofing sales success formula, my closing 00:01:41.055 --> 00:01:44.025 strategy, I teach you'll notice that there's nothing that says, oh, use this 00:01:44.030 --> 00:01:45.165 for small roofs and this for big groups. 00:01:45.235 --> 00:01:45.705 It's all the same. 00:01:46.095 --> 00:01:47.745 What we're gonna get into now is the psychology. 00:01:48.000 --> 00:01:51.540 Different and why you high tier smash may have struggled, but first 00:01:51.600 --> 00:01:53.130 I wanna showcase this in his story. 00:01:53.490 --> 00:01:55.200 There's a gentleman that used to sell for us. 00:01:55.230 --> 00:01:59.580 And, uh, he was a, a, more of a I'll call him a blue collar cowboy type. 00:01:59.880 --> 00:02:00.150 All right. 00:02:00.150 --> 00:02:01.230 So he wore cowboy hat. 00:02:01.230 --> 00:02:04.260 He drove a, a, like a maroon colored rusted out truck. 00:02:04.590 --> 00:02:07.980 And he did really, really well with certain homeowners. 00:02:08.100 --> 00:02:11.190 And one day we had a tornado come through and this multi. 00:02:11.240 --> 00:02:13.220 Family property got destroyed. 00:02:13.220 --> 00:02:16.310 And this gentleman who sold with us whose name I'm gonna keep out, 00:02:16.370 --> 00:02:19.280 he was in the right place at the right time and signed this deal. 00:02:19.430 --> 00:02:22.820 But he was the kind of guy that again, would show up in his ranch clothes. 00:02:23.120 --> 00:02:24.560 He had a lip full of dip. 00:02:24.650 --> 00:02:29.750 He was bitten on the sidewalk and he signed the deal with the C F O. 00:02:30.195 --> 00:02:34.965 Of a massive, not only one multifamily property, but about 10 00:02:35.235 --> 00:02:36.915 a property that we did get the job. 00:02:36.915 --> 00:02:40.335 And the homeowner flew over in his private plane to take 00:02:40.335 --> 00:02:42.435 photos of the work in progress. 00:02:42.825 --> 00:02:46.965 You can see here, the picture I'm painting the type of person in the way he 00:02:46.970 --> 00:02:50.835 carried himself connecting to this CFO. 00:02:50.895 --> 00:02:52.695 Now here's where it gets interesting. 00:02:53.085 --> 00:02:56.025 The CFO of this company calls me up, his name was rich and he goes rich. 00:02:56.325 --> 00:02:58.815 He goes, Adam, the gentleman that was out here, I do not wanna work. 00:02:59.475 --> 00:03:01.905 And we had to pull 'em off the project and the reason 00:03:02.015 --> 00:03:03.825 professionalism, it just didn't match. 00:03:03.855 --> 00:03:05.085 They weren't a good fit. 00:03:05.145 --> 00:03:07.905 And that is the perfect segue into the real difference between 00:03:07.910 --> 00:03:08.865 selling small and huge roots. 00:03:08.865 --> 00:03:10.245 Cuz it's not what you do. 00:03:10.425 --> 00:03:11.685 It's not the sales process. 00:03:11.925 --> 00:03:13.815 It is deeper than that. 00:03:14.145 --> 00:03:15.315 It's how you relate. 00:03:15.585 --> 00:03:15.915 Now. 00:03:15.975 --> 00:03:18.225 As my wife, Sheena says there's a pot for every lid. 00:03:18.495 --> 00:03:18.765 Okay. 00:03:18.945 --> 00:03:21.075 Which means here's you, here's your customer. 00:03:21.165 --> 00:03:21.675 You've seen it. 00:03:21.675 --> 00:03:22.605 You know, the, the couple. 00:03:23.295 --> 00:03:25.395 And you're like, how in the world did he get her? 00:03:25.395 --> 00:03:27.045 Or how did she get him either way? 00:03:27.045 --> 00:03:30.405 You think it's like a mystery, but there's a pot for lit, everyone's a good fit. 00:03:30.555 --> 00:03:31.725 We do the same thing with our customers. 00:03:31.725 --> 00:03:33.435 We have the right match. 00:03:33.644 --> 00:03:35.144 Now I'll tell you, I did really well. 00:03:35.234 --> 00:03:35.984 Oops, forgot this either. 00:03:36.075 --> 00:03:37.484 I did really well with stay-at-home moms. 00:03:37.484 --> 00:03:39.945 I did really well with the elderly and I did really well in, uh, 00:03:39.975 --> 00:03:41.355 more upper class communities. 00:03:41.715 --> 00:03:44.085 Now, other people couldn't close the deal to save their 00:03:44.085 --> 00:03:45.195 life with a stay-at-home mom. 00:03:45.405 --> 00:03:47.925 Other folks don't do well with the elderly, cuz there's not trust 00:03:48.135 --> 00:03:51.165 or they, they seem like a kid in the eyes of the elderly person. 00:03:51.315 --> 00:03:52.345 So the point is you need to. 00:03:52.515 --> 00:03:53.265 Who's your match. 00:03:53.325 --> 00:03:55.454 Who do you get along with easiest key word. 00:03:55.454 --> 00:03:59.024 I want you to think of here is the word relate. 00:03:59.325 --> 00:04:00.165 It's relatability. 00:04:00.494 --> 00:04:01.845 How do you relate to that person? 00:04:02.265 --> 00:04:02.535 All right. 00:04:02.535 --> 00:04:04.394 Now this gentleman, in the example I shared with you 00:04:04.545 --> 00:04:06.825 couldn't relate to the CFO. 00:04:07.274 --> 00:04:10.035 He got the deal, but quickly it fell apart because they couldn't relate. 00:04:10.185 --> 00:04:14.475 The gentleman who sold the project didn't know the pains, the 00:04:14.505 --> 00:04:16.964 what keeps this gentleman up at night, what this property needs. 00:04:16.964 --> 00:04:20.274 He didn't know how to speak to what was truly, I. 00:04:20.820 --> 00:04:22.920 Because they simply could not relate. 00:04:23.160 --> 00:04:24.660 If you had that happen, you've been in social settings. 00:04:24.660 --> 00:04:27.000 You just can't relate to someone now in these bigger projects, 00:04:27.000 --> 00:04:29.610 what we need is a high level of what we call executive report. 00:04:29.615 --> 00:04:33.210 The ability to relate to an executive, by the way, I got this, uh, phrase 00:04:33.210 --> 00:04:36.780 here or this name from Derek Gatehouse, the author of the perfect sales force, 00:04:36.900 --> 00:04:40.800 which is a really good book for any sales manager or owner out there. 00:04:40.830 --> 00:04:42.780 Who's leading a sales team, highly recommended. 00:04:42.780 --> 00:04:45.480 And I do believe it is on my recommended reading list as well. 00:04:45.810 --> 00:04:46.200 All right. 00:04:46.200 --> 00:04:47.040 So key difference. 00:04:47.310 --> 00:04:49.110 Between selling small and big roofs is they simple. 00:04:49.230 --> 00:04:50.880 You need to be able to relate to that person. 00:04:51.060 --> 00:04:54.360 So high tier smash, my guess is the 40 square roof. 00:04:54.390 --> 00:04:55.110 Isn't the issue. 00:04:55.110 --> 00:04:59.100 It is the type of person who's there and likely some sort of disconnect. 00:04:59.280 --> 00:05:01.890 Now, last thing I wanna highlight, and then we're gonna call this one wrap. 00:05:01.920 --> 00:05:04.920 Is this folks who are in smaller properties, let's say the, the 00:05:04.920 --> 00:05:09.090 20 to, to 40 square are generally working class communities, 00:05:09.090 --> 00:05:10.320 maybe blue collar communities. 00:05:10.410 --> 00:05:11.190 So think about it. 00:05:12.065 --> 00:05:14.555 Folks are likely doing their own lawn maintenance, right? 00:05:14.555 --> 00:05:15.425 They're do it yourselfers. 00:05:15.425 --> 00:05:16.175 Fix it on your own. 00:05:16.414 --> 00:05:20.015 It may be a little bit more, uh, financially conscious on the decisions 00:05:20.015 --> 00:05:21.335 on, on improvements on their home. 00:05:21.515 --> 00:05:25.534 Meanwhile, folks were living in these 40, 50, 60, 70, 80 square homes. 00:05:25.655 --> 00:05:26.945 Do you think they're doing their own lawn maintenance? 00:05:26.950 --> 00:05:28.180 No, they got a guy for that. 00:05:28.270 --> 00:05:29.590 Think they're doing their own pool maintenance. 00:05:29.620 --> 00:05:30.640 No, they got a guy for that. 00:05:30.760 --> 00:05:32.110 Think they're doing their own pest control. 00:05:32.140 --> 00:05:33.190 No, they got a guy for that. 00:05:33.400 --> 00:05:36.880 So the difference of what's important to them, this person here in the huge roof 00:05:36.885 --> 00:05:40.719 cares about their garden, the cosmetics, the safety of their kids and their dog, 00:05:41.020 --> 00:05:43.300 the pool filter all the expensive items. 00:05:43.300 --> 00:05:43.930 The Perilla. 00:05:44.340 --> 00:05:44.640 Right. 00:05:44.640 --> 00:05:48.150 The custom landscaping, all of these things are very different needs 00:05:48.150 --> 00:05:50.670 and desires that you need to just understand are important to them. 00:05:50.850 --> 00:05:53.670 Even if you aren't at the same level, it doesn't matter. 00:05:53.940 --> 00:05:57.030 I sure as heck was not anywhere near there when I began selling these 00:05:57.030 --> 00:05:59.340 people, but I learned very quickly. 00:05:59.594 --> 00:06:01.755 I just need to speak to them on what's important about 00:06:01.755 --> 00:06:03.405 how I can protect their home. 00:06:03.409 --> 00:06:06.885 That I specialize in working with folks with higher end homes, we 00:06:06.885 --> 00:06:09.645 take the level of attention and care to keep their properties safe and 00:06:09.645 --> 00:06:13.034 they hit all the hot buttons that said, I am the right match for you. 00:06:13.395 --> 00:06:17.865 And by doing that, I developed, again, this very high level of executive 00:06:17.870 --> 00:06:20.895 rapport that not only help me land those larger residential properties, 00:06:20.895 --> 00:06:24.675 but also help me land larger commercial properties deal with multi decision 00:06:24.675 --> 00:06:27.645 makers on HOAs or strip centers. 00:06:28.020 --> 00:06:28.530 All right. 00:06:28.560 --> 00:06:32.040 So your key takeaway from this video, because everything I teach has an 00:06:32.040 --> 00:06:35.130 actionable strategy for you to implement in the very next sale is for you to 00:06:35.130 --> 00:06:39.360 ask yourself right now, who do I relate to the easiest and who's my customer. 00:06:39.420 --> 00:06:41.130 And I want you to focus on finding more of those. 00:06:41.190 --> 00:06:46.440 And if you wish to expand that group, you are one mission is to learn, to know, 00:06:46.445 --> 00:06:47.909 to get in the mind of that customer. 00:06:47.909 --> 00:06:50.640 What's important, so you can speak to it and there you have it, high tier smash. 00:06:50.640 --> 00:06:51.390 Thank you for the comment. 00:06:51.540 --> 00:06:53.610 If there's any questions that you have or videos you wanna. 00:06:54.090 --> 00:06:54.720 Drop a comment. 00:06:54.750 --> 00:06:58.230 I take a look and they will inspire video that hopefully helps you and many others. 00:06:58.470 --> 00:07:00.360 So thanks again for joining me here today. 00:07:00.480 --> 00:07:03.990 If you have any questions about products or programs, or maybe you're interested 00:07:03.990 --> 00:07:06.720 in looking at some for you or your team, there's links to everything I have 00:07:06.725 --> 00:07:10.350 available, including some freebies in the video and podcast description, but 00:07:10.350 --> 00:07:12.930 just because our time here's about to wrap up doesn't mean you are in my time, 00:07:12.930 --> 00:07:15.990 has to, so if you haven't done it, click here to get a free copy of my pitch, 00:07:15.990 --> 00:07:19.590 like a pro roofing sales training, video library, or hop right into this video. 00:07:19.620 --> 00:07:21.060 And I will see you on the next one.