Before you start dropping prices or negotiating with homeowners, read this.
Homeowners are price shopping more than before.
One of the smartest sales strategies I've ever learned was from Jon Abernathy, and he trained his team to do the exact opposite: Offer an economy roof package.
Here's the surprising part...
Most homeowners don't buy it.
Because it gives them a reference point that builds trust, removes price objections, and naturally leads them into the higher value option without feeling pressured.
Jon’s approach had me re-thinking things… and I imagine it will do the same for you.
Watch this interview to see Jon break down:
• Why an economy package can actually make your premium packages easier to sell.
• How to stop negotiating on price and start negotiating on value instead.
• The simple package strategy that helps homeowners confidently choose the option that's right for them.
I hope this valuable interview helps you make even more sales in today’s ultra-competitive market.
P.S. If you're serious about building a stronger roofing company, the Roofing STRONG Alliance™ gives you access to the tools, training, and community support to help scale your business in today’s changing market. Membership is now available at no additional cost to The TAMKO Edge® contractors. Learn more or apply to join:
https://rsa.pro/=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA):
https://rsa.pro/Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.
FREE Starter Membership (RSA):
https://rsa.pro/freePODCAST
Apple Podcasts:
https://apple.co/3fSQievSpotify:
https://bit.ly/3eMAqJeFOLLOW
FacebookInstagramTikTokLinkedInThe views and opinions expressed are based on Adam Bensman's and Jon Abernathy's personal experiences in the roofing industry prior to coming to TAMKO. This content is intended for general informational and educational purposes only and should not be considered professional advice regarding warranties, insurance, financing, legal matters, compliance, or business transactions. All product performance claims, warranty descriptions, and package recommendations discussed are general in nature. Actual warranty terms, conditions, limitations, and exclusions vary by product, system, and registration level — contractors and homeowners must review the applicable written warranty for complete terms before making purchasing decisions or sales representations. Contractors must ensure their sales and business practices, including all warranty and product representations made to homeowners, are accurate, substantiated, and comply with all applicable federal, state, and local laws, including consumer protection, advertising, and insurance regulations. Financing and pricing examples are illustrative only. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.