WEBVTT NOTE This file was generated by Descript 00:00:01.500 --> 00:00:05.550 , how do you follow up without coming across as pushy, sleazy, aggressive, or 00:00:05.580 --> 00:00:07.710 totally being repulsive to homeowners? 00:00:08.040 --> 00:00:11.250 Because I know when you follow up with folks, there's these questions 00:00:11.250 --> 00:00:13.140 that go inside our own mind. 00:00:13.350 --> 00:00:15.780 Like, am I coming across as being pushy? 00:00:15.930 --> 00:00:17.640 Am I following up too much? 00:00:17.730 --> 00:00:21.330 And sometimes we overcompensate and then we end up not following 00:00:21.330 --> 00:00:25.380 up or not following up enough, both of which are detrimental. 00:00:25.560 --> 00:00:30.009 But when we look at the reality of the situ, Our follow up will either 00:00:30.009 --> 00:00:31.780 move people closer towards Yes. 00:00:31.960 --> 00:00:35.650 Or shove people in the back towards a hard and definitive no. 00:00:35.860 --> 00:00:39.310 So what we need to do is strike that balance of good. 00:00:40.410 --> 00:00:41.879 Pause, not good. 00:00:41.910 --> 00:00:45.839 Great customer service that allows you to get permission to 00:00:45.839 --> 00:00:47.220 follow up as often as you need. 00:00:47.459 --> 00:00:49.290 Now I'm gonna make a really big claim. 00:00:49.589 --> 00:00:51.870 I'm gonna make this claim right now, and I wanna know in the 00:00:51.870 --> 00:00:53.430 comment section if you agree or not. 00:00:53.699 --> 00:00:58.170 There's one simple rule when it comes to the follow up, that if you do this 00:00:58.349 --> 00:01:02.459 on the very first follow up that you make, it lays the groundwork for you 00:01:02.459 --> 00:01:04.679 to follow up virtually as much as you. 00:01:05.300 --> 00:01:06.650 Of course within reason. 00:01:06.650 --> 00:01:08.870 I'll put the parameters on that at the end of this video. 00:01:08.960 --> 00:01:14.750 And if you do this, this should in theory solve all of your concerns about 00:01:14.750 --> 00:01:18.350 not following up enough, following up too much or coming across as pushy. 00:01:18.355 --> 00:01:21.860 And yes, it is as simple as changing what you say on the very first follow up. 00:01:22.040 --> 00:01:25.430 So watch this video all the way to the end and then drop a comment and let me 00:01:25.430 --> 00:01:29.600 know if this makes sense or if you think it's total garbage, cuz I'd love to hear. 00:01:30.085 --> 00:01:30.985 All right, let's get to it. 00:01:31.165 --> 00:01:34.615 First quick, welcome or welcome back, Adam Zeman here, the roof strategist and 00:01:34.615 --> 00:01:39.025 everything that I do here on my channel and my podcast and in our programs. 00:01:39.435 --> 00:01:42.795 It's designed to help you and your team smash your income goal and give 00:01:42.795 --> 00:01:44.895 every customer an amazing experience. 00:01:45.015 --> 00:01:47.355 And part of your customer's experience is how they experience 00:01:47.355 --> 00:01:48.765 you when you're not in the house. 00:01:49.095 --> 00:01:52.755 And when we look at the follow up as encouraging to yes, or 00:01:52.755 --> 00:01:56.475 pushing them to know we gotta nail it or we're gonna lose deals. 00:01:56.715 --> 00:01:58.515 So we don't wanna have that happen. 00:01:58.520 --> 00:01:58.835 Now, do we? 00:01:59.179 --> 00:01:59.630 No, we don't. 00:01:59.990 --> 00:02:00.320 All right. 00:02:00.590 --> 00:02:04.640 If you like this video and you want more and you're not yet in my free training 00:02:04.640 --> 00:02:06.320 center, I invite you to join me in there. 00:02:06.350 --> 00:02:07.100 There's no catch. 00:02:07.100 --> 00:02:08.270 You're gonna love what's inside. 00:02:08.449 --> 00:02:11.050 In fact, one of the things I think you're gonna really like if you're watching 00:02:11.055 --> 00:02:15.500 this video on the follow up, is my entire playlist on the follow up, and that can 00:02:15.505 --> 00:02:19.400 be found inside the pitch, like a pro video training library, which is in the 00:02:19.400 --> 00:02:20.840 free training center waiting for you. 00:02:21.140 --> 00:02:23.250 You can text the word free to three Oh. 00:02:23.805 --> 00:02:26.144 2 2 2 71 33. 00:02:26.204 --> 00:02:30.615 That's 3 0 3 2 2 2 71 33 or click the link in the description below. 00:02:31.125 --> 00:02:31.875 All right, let's get to it. 00:02:33.119 --> 00:02:36.720 I've made this video cause I had a, a bad experience myself just this last 00:02:36.720 --> 00:02:41.250 weekend from a salesperson coming out to my house on a Saturday at 11:00 AM He 00:02:41.250 --> 00:02:45.480 called me at 2 45 that same day and he left me a voicemail and I didn't answer. 00:02:45.750 --> 00:02:49.470 He called me at 3:00 PM and he left me another voicemail, both of which basically 00:02:49.470 --> 00:02:50.369 said, are you ready to move forward? 00:02:50.375 --> 00:02:50.579 Yep. 00:02:51.060 --> 00:02:53.160 I didn't call him back cause I was getting a little frustrated. 00:02:53.220 --> 00:02:57.149 He called me at 4:00 PM he called me at 4:30 PM and then 00:02:57.149 --> 00:02:58.980 he called me on Sunday twice. 00:02:59.220 --> 00:03:00.329 That is six follow up. 00:03:01.010 --> 00:03:01.970 All with the same purpose. 00:03:02.000 --> 00:03:02.720 Have you made a decision? 00:03:02.750 --> 00:03:03.500 Have you made a decision? 00:03:03.500 --> 00:03:04.310 Have you made a decision? 00:03:04.400 --> 00:03:08.030 And you can imagine now that, uh, we're not moving forward with him. 00:03:08.360 --> 00:03:08.840 Why? 00:03:08.900 --> 00:03:12.530 Because when he left the house, I was pretty darn sure we were 00:03:12.530 --> 00:03:13.730 gonna choose this company. 00:03:13.970 --> 00:03:17.210 But after I experienced this follow up, it was inconsistent. 00:03:17.210 --> 00:03:17.990 He didn't listen. 00:03:17.990 --> 00:03:19.850 He made it all about him, and he was nagging me. 00:03:20.220 --> 00:03:24.240 We've decided to go a different direction, and I wanted to share this from the new 00:03:24.240 --> 00:03:27.900 perspective to share with you how that follow up comes across as a homeowner. 00:03:28.140 --> 00:03:32.610 But if he did what I'm about to teach you instead, I likely would've chosen him. 00:03:32.610 --> 00:03:35.520 And I'm not kidding by changing just this one thing of what he said. 00:03:35.940 --> 00:03:37.770 And now with all the buildup you're probably want, well 00:03:37.770 --> 00:03:38.970 Adams, lay it out there. 00:03:38.970 --> 00:03:40.050 What is it that we say? 00:03:40.410 --> 00:03:43.200 All right, we're, we're almost there, but I have a little more groundwork to lay 00:03:43.300 --> 00:03:44.760 and, and here's why this will make sense. 00:03:45.120 --> 00:03:47.760 Number one, I do this on the very, very first. 00:03:48.630 --> 00:03:49.020 Okay. 00:03:49.200 --> 00:03:49.620 Why? 00:03:49.620 --> 00:03:55.680 Because I can too set the expectations of what they will experience from me 00:03:55.920 --> 00:03:59.010 and make it all about the customer. 00:03:59.040 --> 00:04:01.080 I repeat, I'm making it all about the customer, not me. 00:04:01.080 --> 00:04:01.860 They don't care about me. 00:04:02.040 --> 00:04:03.060 I need to make it about them. 00:04:04.140 --> 00:04:08.640 And then ground rule number three is I give them an easy path to say no. 00:04:08.929 --> 00:04:11.310 I know it sounds crazy, but the reason I wanna give 'em an easy 00:04:11.310 --> 00:04:14.519 path to say no is I'm investing my valuable time on the follow up. 00:04:14.579 --> 00:04:17.820 And I know how homeowners are sometimes they've made a decision and 00:04:17.820 --> 00:04:22.079 homeowners don't want to encounter conflict, so they just ghost you. 00:04:22.349 --> 00:04:25.980 And when they ghost you, you're now, they're just thinking, well, 00:04:25.985 --> 00:04:26.880 I don't wanna have conflict. 00:04:26.880 --> 00:04:29.039 We made a decision for all you know, the roof's already put on 00:04:29.219 --> 00:04:32.969 and you're continually following up and they just ignore or swipe and 00:04:33.030 --> 00:04:35.940 send your call to voicemail, and you never get a definitive answer. 00:04:36.180 --> 00:04:37.289 So wouldn't you agree? 00:04:37.810 --> 00:04:39.860 Getting a no is is valuable. 00:04:39.865 --> 00:04:42.460 Now of course, it's not as valuable as getting a yes cuz commission 00:04:42.460 --> 00:04:45.370 doesn't come with a no, but at least it means that you can move on. 00:04:45.460 --> 00:04:47.290 All right, so again, we do this in the beginning. 00:04:47.410 --> 00:04:49.750 We make it all about the customer and set those expectations and we 00:04:49.750 --> 00:04:51.280 give them a clear path to say no. 00:04:51.550 --> 00:04:54.730 Now I'm gonna shift into a super quick role play on how I would do 00:04:54.730 --> 00:04:56.320 this on the very first appointment. 00:04:56.440 --> 00:04:59.500 So you can see how these three elements come into place and I want you to 00:04:59.500 --> 00:05:02.920 judge for yourself and drop a comment below if you would receive this as 00:05:02.920 --> 00:05:06.820 a homeowner and feel comfortable receiving inbound calls, texts, and. 00:05:07.260 --> 00:05:11.280 From the company that you had out to your house and it would go something like this. 00:05:11.490 --> 00:05:12.690 Hey Peggy, Adam here. 00:05:12.690 --> 00:05:15.330 Just wanted to say thank you for spending your time with me last 00:05:15.330 --> 00:05:18.240 night with you and your husband talking about your roof project. 00:05:18.450 --> 00:05:18.750 Now. 00:05:18.810 --> 00:05:21.480 I hope you guys have a great trip this weekend up to the 00:05:21.485 --> 00:05:22.830 Hamptons to visit the in-laws. 00:05:23.159 --> 00:05:26.219 And when it comes to your roof, I know that you and your husband are both 00:05:26.860 --> 00:05:31.320 incredibly busy people and my guess is you probably have a lot more that 00:05:31.320 --> 00:05:34.170 you'd like to give your attention to than this here roof project. 00:05:34.440 --> 00:05:36.180 So part of my commitment of. 00:05:36.960 --> 00:05:41.580 Outstanding service is to help you guys make a decision on the best contractor 00:05:41.580 --> 00:05:43.890 for you, even if it's not with me. 00:05:44.159 --> 00:05:47.400 So for that reason, I'm going to continually follow up and 00:05:47.400 --> 00:05:49.109 make myself available for you. 00:05:49.320 --> 00:05:54.270 Now, for any reason you guys have made a decision in another direction, please let 00:05:54.270 --> 00:05:56.280 me know and I understand that you're busy. 00:05:56.280 --> 00:06:00.390 You can even text or email me the word no and I'll catch a hint, but until. 00:06:00.914 --> 00:06:04.765 I want you to know that I will continually follow up and please do not hesitate 00:06:04.765 --> 00:06:06.555 to reach out with any questions. 00:06:06.705 --> 00:06:09.015 Now, the last thing I'm gonna do, that's the intro right there. 00:06:09.015 --> 00:06:09.645 I just nailed it. 00:06:10.844 --> 00:06:14.745 The one thing I'm gonna add, Is telling them what happens next. 00:06:15.015 --> 00:06:18.915 Now, the reason that I'm gonna tell them what happens next is because 00:06:19.005 --> 00:06:20.805 homeowners need to be told what to do. 00:06:20.805 --> 00:06:22.545 I don't wanna leave it Lucy Goose in the air. 00:06:22.550 --> 00:06:25.065 So I'm gonna just give them direction and let them know what happens next. 00:06:25.215 --> 00:06:28.065 I'll be drop dropping the sample board off at this time. 00:06:28.185 --> 00:06:30.855 You'll be calling me once you get the adjuster's information. 00:06:31.095 --> 00:06:33.915 Our scheduling department will be calling you soon to schedule or 00:06:33.915 --> 00:06:34.995 if they didn't make a decision. 00:06:35.175 --> 00:06:38.415 I'll be following up with you next Tuesday by 3:00 PM I look forward to our 00:06:38.415 --> 00:06:39.735 follow-up appointment in your house next. 00:06:40.130 --> 00:06:40.730 For you. 00:06:40.730 --> 00:06:41.270 See what I did. 00:06:41.275 --> 00:06:42.200 All I did was just add. 00:06:42.200 --> 00:06:44.060 I'm telling them what to do. 00:06:44.780 --> 00:06:48.140 Now, put yourself in the shoes of the customer. 00:06:49.070 --> 00:06:53.659 If you heard what I just shared, I made it all about them delivering 00:06:53.659 --> 00:06:56.250 service, acknowledging that they're busy and giving them in an out. 00:06:57.030 --> 00:06:59.219 , would you be far more receptive to my follow up calls? 00:06:59.280 --> 00:07:00.960 I'd love to hear from you in the comment section below. 00:07:01.380 --> 00:07:04.680 I know that if that gentleman that was at my house did this, I 00:07:04.680 --> 00:07:08.370 would've been more polite, texted him back, said, Hey, I appreciate it. 00:07:08.370 --> 00:07:10.830 Leave it in my court, and it would've opened up a discussion. 00:07:10.830 --> 00:07:13.620 And quite frankly, we probably would've chosen that gentleman. 00:07:13.620 --> 00:07:15.659 And in fact, we went another direction. 00:07:16.125 --> 00:07:17.445 So there you have it. 00:07:17.625 --> 00:07:21.495 The one simple thing that you can do on the very first follow up, make it about 00:07:21.495 --> 00:07:25.935 the customer, set clear expectations and give them an easy out to say no. 00:07:26.205 --> 00:07:30.795 And when you do this, as you follow up, you are there to serve, not 00:07:31.035 --> 00:07:35.235 to help them write you a check in reek of commission, breath. 00:07:35.505 --> 00:07:38.715 Now the next step is not theory, right? 00:07:38.775 --> 00:07:40.955 You, you're here listening or watching. 00:07:41.145 --> 00:07:44.595 The next step is to apply this and prove it right or wrong for. 00:07:45.150 --> 00:07:48.330 So pick up the phone and the next follow up that you need to make, 00:07:48.330 --> 00:07:49.770 maybe it's in your pipeline right now. 00:07:49.980 --> 00:07:52.170 Try that script and then drop a comment. 00:07:52.170 --> 00:07:52.920 Let me know how it goes. 00:07:53.160 --> 00:07:56.560 Now, that's all for this video and just cuz our time here is about to end, 00:07:56.790 --> 00:07:59.070 doesn't mean your and my time has to. 00:07:59.370 --> 00:08:02.820 So click right here and hop into our free training center if you're not in 00:08:02.825 --> 00:08:05.580 there yet, or if you want to hang with me here on YouTube, YouTube thinks 00:08:05.580 --> 00:08:08.070 you're really gonna love this one and I'll see ya on the next video.