WEBVTT NOTE This file was generated by Descript 00:00:00.760 --> 00:00:04.560 Urgency is one of the most powerful tools to use, especially in retail 00:00:04.560 --> 00:00:06.920 sales to get homeowners to take action. 00:00:07.260 --> 00:00:09.000 Now, this is especially valuable. 00:00:09.030 --> 00:00:13.240 When you hear the objection, we want to wait to do the roof, or when they 00:00:13.240 --> 00:00:16.920 say our roof is fine, I think we can get 1, 2, 3 more years out of it. 00:00:17.420 --> 00:00:23.190 In this video, I'm gonna be teaching you a very powerful strategy to use urgency. 00:00:23.665 --> 00:00:24.805 To drive sales. 00:00:25.145 --> 00:00:28.964 And I know what you might be thinking, Adam urgency are you about to teach 00:00:28.985 --> 00:00:33.765 us about same day discounts or making deals disappear, or one time only offers 00:00:34.035 --> 00:00:35.285 same day decisions and the answers? 00:00:35.504 --> 00:00:37.485 No, although those can be effective. 00:00:37.625 --> 00:00:38.885 I'm not a huge fandom. 00:00:38.885 --> 00:00:41.805 There's a time and a place, but what we're covering in today's 00:00:41.805 --> 00:00:44.795 video on urgency is a act based. 00:00:45.730 --> 00:00:47.650 Practice to educate homeowners. 00:00:48.030 --> 00:00:52.090 So they take action now because the reality is most homeowners don't 00:00:52.090 --> 00:00:56.970 get excited about writing a 15 to $25,000 check to buy a new roof. 00:00:57.200 --> 00:01:00.690 They would much rather purchase a new car, a kitchen remodel, a bath 00:01:00.690 --> 00:01:04.970 remodel, or take themselves on a heck of a vacation two, three, or even four. 00:01:05.660 --> 00:01:09.360 In this video, I'm gonna be teaching you more on urgency, and you're gonna 00:01:09.360 --> 00:01:12.640 be able to follow this exact strategy on the very next sale you make. 00:01:13.255 --> 00:01:14.354 Now, thanks to your feedback. 00:01:14.354 --> 00:01:17.195 You've been asking for Adam more videos on retail. 00:01:17.214 --> 00:01:19.155 We do retail, your storm stuff doesn't apply. 00:01:19.304 --> 00:01:22.835 Well, the good news for you is our all in one sales training 00:01:22.835 --> 00:01:24.434 sales strategy and sales system. 00:01:24.615 --> 00:01:25.914 That's being used by thousands. 00:01:25.914 --> 00:01:28.875 As we speak works for both storm and retail. 00:01:28.875 --> 00:01:31.595 In fact, I have different training tracks and different material in the 00:01:31.595 --> 00:01:32.675 battle pack for storm and retail. 00:01:32.935 --> 00:01:36.945 And just this week I got back from training, an amazing team in Ohio. 00:01:37.195 --> 00:01:39.065 Who's lying, share their businesses on retail and TJ. 00:01:39.175 --> 00:01:40.185 This gentleman right here. 00:01:40.399 --> 00:01:41.699 It just did this. 00:01:42.119 --> 00:01:45.300 TJ closed one against our biggest, two of our biggest competitors 00:01:45.300 --> 00:01:46.100 that are always priced higher. 00:01:46.119 --> 00:01:47.460 TJ was the last person in the house. 00:01:47.460 --> 00:01:49.419 Two days after training follows the plan. 00:01:50.605 --> 00:01:52.575 More expensive walks out with the deal. 00:01:52.755 --> 00:01:56.495 So my point in sharing this is retail is right in my wheelhouse 00:01:56.515 --> 00:01:59.414 and I am super excited to be doing more of those videos for you. 00:01:59.414 --> 00:02:00.575 So thank you for the comments. 00:02:00.625 --> 00:02:01.935 Thank you for the suggestions. 00:02:02.195 --> 00:02:05.735 If you ever have a, an idea on a video, drop a comment on one of the YouTube 00:02:05.735 --> 00:02:08.975 videos, cuz I do see those and respond to all the constructive feedback. 00:02:09.475 --> 00:02:11.845 So before we get into the today's video and urgency, I just wanna 00:02:11.845 --> 00:02:12.965 say welcome or welcome back. 00:02:12.965 --> 00:02:15.685 My name is Adam Benson, the roof strategist, and everything I do here 00:02:15.685 --> 00:02:18.885 on the channel and in the podcast is designed to help you and your team. 00:02:19.250 --> 00:02:22.720 Smash your income goal and give every customer an amazing experience. 00:02:23.140 --> 00:02:27.079 And part of the amazing experience for a customer is an education based experience. 00:02:27.079 --> 00:02:28.760 So they can make the right decision. 00:02:28.859 --> 00:02:30.239 And that's what we're gonna be covering here. 00:02:30.459 --> 00:02:33.799 But right before we do, if you haven't yet done it, I'd like to invite you to 00:02:33.799 --> 00:02:35.519 this free offer and that's to download. 00:02:36.325 --> 00:02:39.765 A free copy of my pitch, like a pro roofing sales training video library. 00:02:39.765 --> 00:02:40.725 You can answer your name and email. 00:02:40.725 --> 00:02:41.845 You'll get instant access. 00:02:41.845 --> 00:02:45.685 We got over 260 videos in there in a playlist on retail. 00:02:45.685 --> 00:02:48.165 So you can see all the videos that are more retail specific from closing 00:02:48.185 --> 00:02:49.525 and presenting, things like that. 00:02:49.865 --> 00:02:51.605 And there's a link in the description, or you can head 00:02:51.605 --> 00:02:55.725 over to the roof, strategist.com right now to get your free copy. 00:02:55.905 --> 00:02:58.755 Now let's do jump into urgency for those that don't know. 00:02:58.775 --> 00:03:01.115 And I'm guessing you probably do, but just in case. 00:03:01.994 --> 00:03:07.035 Urgency is providing a reason for people to act now, meaning urgent. 00:03:07.665 --> 00:03:12.234 It's important that we do this now for fear of not good things happening. 00:03:12.734 --> 00:03:14.195 And the reality is those not good. 00:03:14.195 --> 00:03:14.915 Things are expensive. 00:03:14.915 --> 00:03:18.915 We have to find a delicate and tactical way to educate our homeowners. 00:03:19.174 --> 00:03:20.315 So here's what we can do. 00:03:20.315 --> 00:03:22.984 And I'm gonna jump right in to a, a little bit of role play. 00:03:23.415 --> 00:03:27.865 Because I'm gonna show you exactly how I would explain this to a homeowner. 00:03:27.885 --> 00:03:30.505 So you can see it in real time also, by the way, thank you for the feedback. 00:03:30.555 --> 00:03:31.865 Cause people have been asking for that. 00:03:32.085 --> 00:03:33.905 So here's the deal, Peggy. 00:03:34.005 --> 00:03:35.065 We all know who Peggy is. 00:03:35.355 --> 00:03:35.705 Peggy. 00:03:35.785 --> 00:03:39.305 I understand that your roof is fine and you may wanna wait till next year because 00:03:39.305 --> 00:03:43.145 you're not having problems with your roof, but Peggy, I just want to give you 00:03:43.245 --> 00:03:46.295 all of, of the facts to help you make a decision that you're comfortable with. 00:03:46.660 --> 00:03:49.710 Even if it's not with me and even if it means waiting, but it's 00:03:49.710 --> 00:03:52.390 very important that you understand what I'm about to share with you. 00:03:52.580 --> 00:03:52.870 Okay. 00:03:53.280 --> 00:03:58.790 First on average, our stock market, you'll see how this makes sense has 00:03:58.820 --> 00:04:00.990 performed between nine and a half. 00:04:00.990 --> 00:04:04.070 And about 11.2% annually. 00:04:04.140 --> 00:04:07.900 This is the stock market for the last 50 years. 00:04:08.355 --> 00:04:08.645 Okay. 00:04:09.035 --> 00:04:11.965 Nine and a half to 11.2% annually. 00:04:11.965 --> 00:04:13.845 Meaning if you invest that money, it's gonna grow it 00:04:13.845 --> 00:04:15.205 nine and a half 11% annually. 00:04:15.395 --> 00:04:16.805 Well, here's, what's not so pleasant. 00:04:17.545 --> 00:04:25.205 The cost of roofing is going up currently with seven to 12% increases. 00:04:25.785 --> 00:04:27.045 And these are quarterly. 00:04:27.875 --> 00:04:30.475 This means that the cost of roofing is going up. 00:04:31.325 --> 00:04:36.094 Exponentially higher and faster than the stock market itself. 00:04:36.674 --> 00:04:39.174 So I wanna show you what this means to you. 00:04:39.265 --> 00:04:45.335 Peggy, let's assume that your roof costs $15,000, which is about the 00:04:45.335 --> 00:04:48.815 average for a cost of roof in the us right now for a single family home. 00:04:49.434 --> 00:04:51.364 Now today's do dollars. 00:04:51.474 --> 00:04:53.684 This is 15,000 bucks. 00:04:54.335 --> 00:04:57.164 Let's say you wait just one year. 00:04:57.864 --> 00:04:59.445 If we see that seven. 00:05:00.240 --> 00:05:00.730 Percent. 00:05:00.830 --> 00:05:05.370 So we're gonna make this assumption on a 7% quarterly increase. 00:05:05.830 --> 00:05:10.730 And by the way, this is on the best case scenario for just material, which does 00:05:10.730 --> 00:05:16.210 not reflect labor or any other rising costs, a 7% increase every quarter. 00:05:17.159 --> 00:05:25.989 Means that your roof is going to cost $19,661 in one year, which 00:05:25.989 --> 00:05:30.190 is a difference of 4,661 bucks. 00:05:31.369 --> 00:05:36.229 Now, if the worst case scenario comes and if we start seeing these 12% 00:05:36.229 --> 00:05:41.020 rate increases, because the reality is Peggy, you know what goes into 00:05:41.020 --> 00:05:45.419 shingles oil, and we see what's happening with the cost of petroleum. 00:05:46.299 --> 00:05:50.400 So with freight costs, increasing the cost of oil increasing means 00:05:50.400 --> 00:05:54.919 the manufacturing costs increases paired with the supply chain issues. 00:05:55.219 --> 00:06:00.239 It would not be unreasonable to see these 12% rate increases or even higher. 00:06:00.239 --> 00:06:02.679 Now they could go up, but I'm gonna just share with this number 00:06:02.679 --> 00:06:04.840 means to you over the next year. 00:06:05.179 --> 00:06:07.070 And with that means is, is that your roof? 00:06:07.650 --> 00:06:11.150 The exact same roof is gonna cost 23,000. 00:06:12.039 --> 00:06:14.820 $602 in one year. 00:06:15.080 --> 00:06:21.060 If you decide to wait, which is $8,602 extra. 00:06:21.799 --> 00:06:26.099 So if you wish to wait, which you can, there's a couple things I want you to be 00:06:26.099 --> 00:06:31.859 aware of one, if you do wait a year, you will likely end up spending over 4,000 on 00:06:31.859 --> 00:06:35.450 a us $5,000 more for the exact same roof. 00:06:35.930 --> 00:06:36.750 By waiting longer. 00:06:37.330 --> 00:06:41.030 In addition to that, if on the worst case you could be spending up 00:06:41.030 --> 00:06:43.510 to eight, maybe even $9,000 more. 00:06:43.980 --> 00:06:46.320 By simply waiting a year to do your roof. 00:06:46.980 --> 00:06:52.400 Now, in addition to these rising costs, we have material availability issues 00:06:52.740 --> 00:06:57.240 and the potential of a leak inside your home or other failure points. 00:06:57.260 --> 00:07:01.360 And what we'd hate to do is bandaid those have you throw more money at your roof and 00:07:01.360 --> 00:07:05.590 then have to come outta pocket for an even more expensive roof for the same thing. 00:07:05.930 --> 00:07:08.830 And then the last thing Peggy that I wanna share with you is you've 00:07:08.830 --> 00:07:09.710 seen what's happening in our. 00:07:10.265 --> 00:07:10.825 Economic climate. 00:07:11.205 --> 00:07:16.425 The interest rates today are only expected to go up a few percentage points this 00:07:16.615 --> 00:07:21.385 year, which means not only if we decide to do this sooner, meaning you decide 00:07:21.385 --> 00:07:27.025 to do this sooner, you can get your roof and save between five, four or $5,000 up 00:07:27.025 --> 00:07:30.224 to about $9,000 and have a lower inch. 00:07:30.335 --> 00:07:30.895 Chris rate. 00:07:31.275 --> 00:07:33.534 Now, Peggy, the reason I'm sharing this with you, as many of the 00:07:33.655 --> 00:07:36.695 customers we serve have heard this information and decided, you know, what. 00:07:37.265 --> 00:07:39.765 I'd rather not spend more money on the same exact product. 00:07:40.145 --> 00:07:44.565 And it means more meaningful for me to get the roof done now, be protected 00:07:44.585 --> 00:07:47.685 by not only the labor warranty, but also the manufacturer's warranty. 00:07:48.025 --> 00:07:50.724 So I can have complete peace in mind that my roof is fully protected. 00:07:50.865 --> 00:07:54.125 And if anything does happen inside, I've got a resource to call, pick up the 00:07:54.125 --> 00:07:56.005 phone and call to get it taken care of. 00:07:56.224 --> 00:07:58.835 And I'm gonna end up saving a lot of money while locking in. 00:07:58.835 --> 00:08:01.515 If you choose to finance a better interest rate than we 00:08:01.515 --> 00:08:03.075 will likely see in the future. 00:08:04.469 --> 00:08:05.250 end of role play. 00:08:05.710 --> 00:08:07.370 Now I want you to look at this. 00:08:07.550 --> 00:08:08.530 Did you guys know any of this? 00:08:09.590 --> 00:08:10.969 Did this mean something to you? 00:08:11.310 --> 00:08:13.570 If you were the homeowner and you heard this, would you buy 00:08:13.570 --> 00:08:14.609 that roof now or would you wait? 00:08:15.560 --> 00:08:16.530 Yeah, my point. 00:08:16.530 --> 00:08:16.850 Exactly. 00:08:17.510 --> 00:08:22.610 So you just learned an incredibly powerful technique on using urgency, real urgency, 00:08:22.790 --> 00:08:26.970 not any of this gimmicky stuff, not pushy sales tactics, but in line with a value 00:08:26.970 --> 00:08:30.930 based and education based sales approach that allows your homeowner to make a 00:08:31.090 --> 00:08:32.130 decision that they're comfortable with. 00:08:32.310 --> 00:08:35.640 And with all the facts, this is a true servants way of cell link. 00:08:35.740 --> 00:08:41.520 And in my opinion, this is ethically our responsibility to share with 00:08:41.520 --> 00:08:43.880 homeowners because so far as I know it. 00:08:44.355 --> 00:08:46.195 I don't see car prices going up like this. 00:08:46.275 --> 00:08:47.195 I know they used car market. 00:08:47.985 --> 00:08:51.355 It's a little gangbusters right now, but I don't think it's going this crazy. 00:08:52.015 --> 00:08:56.515 So what I want you to do next is use this information. 00:08:56.575 --> 00:08:59.075 You can rewatch this role, play, scrub it back. 00:08:59.565 --> 00:09:02.555 Learn what I talked about with the price of the stock market. 00:09:02.695 --> 00:09:03.475 On average, excuse me. 00:09:03.475 --> 00:09:07.585 The rate of return on the stock off market being nine and a half to about 11.2%. 00:09:08.189 --> 00:09:12.290 On average over the last 50 or so years, then the cost of roofing 00:09:12.290 --> 00:09:14.210 going up seven to 12% per quarter. 00:09:14.470 --> 00:09:17.250 And you can double check my math as you know, I'm horrible at math. 00:09:17.250 --> 00:09:20.290 So I have a little cheat code here to remember these numbers, but you 00:09:20.290 --> 00:09:21.370 are welcome to double check 'em. 00:09:21.370 --> 00:09:25.490 And if I made a mistake, drop a comment on this video, I'd love to hear from it. 00:09:25.630 --> 00:09:28.800 Hey, if you liked this video, give it a thumbs up and S and if you have 00:09:28.800 --> 00:09:31.800 suggestions or other information you want me to cover in upcoming 00:09:31.800 --> 00:09:33.079 videos, especially on retail. 00:09:33.370 --> 00:09:34.770 Please comment below. 00:09:34.930 --> 00:09:36.570 I do look at them and take them to harp. 00:09:36.790 --> 00:09:40.370 And last thing, before we call it a wrap, if you or your team is looking 00:09:40.470 --> 00:09:44.770 for a highly effective in-home sales system, then I highly recommend that you 00:09:44.770 --> 00:09:48.490 get your hands on our all in one sales training, sales strategy and sales system 00:09:48.720 --> 00:09:50.730 that I call the roofing sales success. 00:09:50.730 --> 00:09:53.130 Formula covers everything from not to close. 00:09:53.780 --> 00:09:57.360 For storm and retail, there's a link in the description below, or you can 00:09:57.360 --> 00:10:02.439 call our office text at (303) 222-7133. 00:10:02.459 --> 00:10:03.280 I'd love to chat with you. 00:10:03.459 --> 00:10:07.000 Hey, if you like this video and you want more hop into this retail playlist, 00:10:07.260 --> 00:10:09.959 and if you haven't yet done it, I'd love to have you here in our community. 00:10:10.209 --> 00:10:12.760 Click the subscribe button and I will see you on the next one.