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Panic. The homeowner freaks out about the Contingency. They don't want to sign anything or be "locked in." What to do? Make their worries disappear using "risk-reversal." Do this and get even more 1-call close signatures!
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Hosted by Adam Bensman
- Started in D2D roofing sales in 2011
- Former Roofing Company COO (multi-state)
- Creator of the Roof Strategist Sales System (used nationwide for retail + storm)
- Founder of The Roofing STRONG Alliance by TAMKO™ (formerly known as the Roofing & Solar Reform Alliance)
- Author of the #1 Best-Selling Book: The Roofing Sales Survival Guide: Beat the Odds, Overcome Yourself, and Win Big
Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO makes no representations or warranties regarding the content.
Contingency fear homeowners.
See the paperwork come out.
They freak out.
They don't wanna be locked in.
They're concerned about owing you money.
Do I still have to replace my roof?
And this contingency fear keeps
us from signing on the spot.
So in this video, I'm gonna be
teaching you one of the most
powerful sales strategies that
pulls levers of psychology.
To remove risk and we
call it risk reversal.
This means taking all of the worries, the
fears and the consequences away to give
that homeowner an easy path to saying
yes and again, take away all their WOS.
Hey, have you ever watched
a late night infomercial?
I know it's been a while.
Probably many of you probably
don't even have television anymore.
We don't see infos on Netflix.
But if you grew up in a time
when cable television existed,
I'm just kidding around, by the
way you saw those infomercials.
And you know what I'm
talking about order now.
And if you don't like your order
within the first 30 days, you call
us, we'll refund you and keep it free.
So this is risk reversal, a money back
guarantee, basic providing a path to put
people at ease and say, you know what?
I really.
I have nothing on the line.
I've got nothing to risk and I'm gonna
be teaching you how to do that using the
contingency agreement, cuz I know it's
one of the biggest fears of homeowners.
So we're gonna get into all the nitty
gritty and I'll be teaching you in this
video, how to use risk reversal in the
very simple strategy to follow, to put
your homeowners at ease the truthful
and ethical way to earn their business.
And you'll know, I said,
earn their business.
Hey, welcome or welcome back.
My name is Adam Zeman, the roof
strategist and everything I do here on
this channel is designed to help you.
And your team.
Smash your income goal and give
every customer an amazing experience
and amazing experiences for
customers mean they're comfortable.
They're satisfied and they're excited.
And the reality is you can help them
feel that way when you present the
contingency agreement the right way.
So right before we get started,
I'm gonna be covering the
contingency agreement, fear side.
Right now we're talking about risk
reversal, but if you haven't already
done this, I've got a lot more videos
for you in the contingency room.
They're gonna help and
they're available right here.
So you can go over to the roof, strats.com
and download a free copy of my pitch.
Like a pro roofing sales
training video library.
I have an entire.
Playlist inside there on the contingency
agreement and how, when used effectively
can be an extremely powerful sales tool.
And I shared this testimonial
on the channel before.
So I'm just gonna tell you this story.
There was a gentleman that
I worked with down in Texas.
He was down in Dallas area and
he only did the handshake deal.
He's like I don't do contingencies.
And after we sat down together,
I've I've finally discovered, you
know, he wasn't fully truthful.
I'm like, man, are you getting canceled?
Ah, yeah.
Now again, so long and short,
we went through the contingency
agreement, especially this
piece I'm about to teach you.
And I met with him on Thursday
that Monday he had signed six 80
square homes over the weekend six.
80 square.
Usually the continuency agreement.
Now we uses it all the time.
So the reason I share this with you
is it's all about how it's presented
in the continuency agreement must
be presented in a way that is
advantageous to the homeowner, meaning
in their best interest, not about us.
But about them.
One of the golden rules of marketing
by the way is what's in it for me.
I, and everybody's thinking this what's
in it for me, what's in it for me.
So we need to present this information.
So it's ultra valuable to
the homeowner, not about us.
So again, if you wanna see that playlist,
you can head it over the re stratos.com
right now, and to your name and email
and get instant access to the contingency
agreement entire playlist right there.
All right.
Now let's talk contingency
agreement, fear of signatures.
First, what we need to do, which by
the way, One of the best things that
we can learn to do when we're in sales.
And quite frankly, a skillset that I
think everyone should develop is to
learn how to get out of our own head
and get into the mind of another person
to know exactly how they're feeling.
So I want to ask you this play along.
What are you the customer feeling
when you're faced with signing
something concern, fear, concern.
Am I locked in?
Do I owe you money?
I.
What happens if the roof
doesn't get approved?
Am I, do I have a contract
now to replace my roof?
Am I required to use you?
These are all of those fears
that are running through that.
Homeowner's mind they're
signing something, right?
So what we need to do is turn this
frown into a smile, their concerns
into a path of, ah, ah, this is good.
This is safe.
And we do this with the powerful
practice of risk reversal.
Okay.
Are we ready to go?
Sorry.
My handwriting's horrible.
That's not why you're here.
least.
I hope not.
So let's get into it.
What is risk reversal?
Risk reversal is removing
those fears and turning that
frow upside down into a smile.
So I feel safe signing it.
How do we do that?
First?
What we need to do is
highlight the true outcomes.
So again, what I'm gonna write here
is high, the outcomes, the potential
I'm gonna add in the word potential
highlight the potential outcomes.
What does that mean to.
It means this all goes
well, they get a roof.
All goes well, they don't.
Okay.
In fact, I'm gonna start
here on the worst case.
This is worst case and
over here is best case.
Okay.
Let's get to it.
So Mr.
Homeowner, worst case scenario, this
contain agency agreement states that is
a hundred percent contingent, meaning
only if the insurance company proceeds.
With replacing the roof.
Will we have the opportunity
to do the work for you?
So if the roof doesn't get
approved, you don't owe us anything.
Okay.
Now here's the other good news.
There's time, energy and
effort on our behalf that we.
Don't bill for now, what this means
by don't bill is that there is value.
You are there.
Now you're there with the adjuster,
maybe your team, your supplement team,
or whoever you hire for supplements.
These are resources used
to get the roof done.
The other reality is Mr.
And Mrs.
Homeowner, when we do a roof on a cash
bid basis, for example, we don't do this.
We're it is more labor intensive.
And time intensive and resource
intensive for us to go down this path.
However, we understand that you're
not going through something pleasant
and we do this to provide value
to you to earn that opportunity.
So worst case scenario.
You are no worse off meaning
you're in the same position.
So let's go through this.
Mr.
Homeowner, worst case scenario, the
insurance company comes out and they say,
there's not enough damage to cover it.
You don't owe us.
We don't bill you for the time and
energy and effort to do this, cuz
we believe we can truly help you.
And you're no worse off.
No harm, no file.
This agreement is what
I call dust in the wind.
We all go our Merry ways.
We did our best.
Okay.
Now let's talk best case scenario,
best case scenario, you get a new roof.
Okay.
Which means you're protected
under a new material and labor
warranty, which means you.
Your obligation is your deductible.
And that's it.
Now, if you are using my all in one
sales training sales strategy and
sales system, which includes the battle
pack by the way, or maybe you were,
uh, grabbed a battle pack on its own.
You'll see the language I
use in here is the price lock
guarantee, price lock guarantee.
And I, my handwriting is getting
smaller to make this all fat.
So the price like guarantee
states that Mr and Mrs.
Homeowner.
Your only obligation for this project is
your deductible no more, no less, unless
there's elective upgrades or any rotted
decking that may be discovered that the
insurance company does not compensate
for those are the only two exclusions.
And by the way, I've
been asked this a lot.
Yes.
If the policy's a CV, you
don't want to advertise this.
So you just need to make, make sure
you have all your ducks in a row.
You don't want to go promising something
and then not be able to fulfill upon it.
So best case scenario you get in a roof,
new warranty, deductible, and guess what?
We offer all of our services to
make this happen for you for free.
But remember the only way that we are
able to work down this path is by becoming
the contractor a choice to do the work.
So for this reason, Mr and Mrs.
Homeowner, you truly have
everything to gain and guess what?
Nothing to lose.
This is one of my favorite lines.
I break down that worst case scenario
and then the best case scenario.
And I say, listen, you have everything
to gain and nothing to lose.
Does that make sense?
And then I hear, yes.
So excellent.
Would you like to move forward
on this project with us?
And then we can move over for
our signature and go into that.
Getting that signature, closing
the contingency agreement.
I know that was a lot.
But I hope it helps.
So let's do this to wrap up
just cuz you are my time.
It's about to run out here.
Doesn't mean it has to.
So if you haven't yet done
it, you should click here to
download a free copy of my pitch.
Like a pro roofing sales training, video
library entirely free and watch through
the, using the contingency agreement
section because it, I promise you it is
a more powerful closing tool then you
realize, and if you want to continue
your journey with me, YouTube thinks
you're really gonna love this video.
We'll see you on the next one.