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This file was generated by Descript 

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Contingency fear homeowners.

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See the paperwork come out.

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They freak out.

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They don't wanna be locked in.

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They're concerned about owing you money.

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Do I still have to replace my roof?

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And this contingency fear keeps
us from signing on the spot.

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So in this video, I'm gonna be
teaching you one of the most

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powerful sales strategies that
pulls levers of psychology.

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To remove risk and we
call it risk reversal.

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This means taking all of the worries, the
fears and the consequences away to give

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that homeowner an easy path to saying
yes and again, take away all their WOS.

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Hey, have you ever watched
a late night infomercial?

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I know it's been a while.

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Probably many of you probably
don't even have television anymore.

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We don't see infos on Netflix.

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But if you grew up in a time
when cable television existed,

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I'm just kidding around, by the
way you saw those infomercials.

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And you know what I'm
talking about order now.

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And if you don't like your order
within the first 30 days, you call

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us, we'll refund you and keep it free.

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So this is risk reversal, a money back
guarantee, basic providing a path to put

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people at ease and say, you know what?

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I really.

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I have nothing on the line.

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I've got nothing to risk and I'm gonna
be teaching you how to do that using the

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contingency agreement, cuz I know it's
one of the biggest fears of homeowners.

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So we're gonna get into all the nitty
gritty and I'll be teaching you in this

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video, how to use risk reversal in the
very simple strategy to follow, to put

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your homeowners at ease the truthful
and ethical way to earn their business.

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And you'll know, I said,
earn their business.

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Hey, welcome or welcome back.

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My name is Adam Zeman, the roof
strategist and everything I do here on

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this channel is designed to help you.

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And your team.

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Smash your income goal and give
every customer an amazing experience

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and amazing experiences for
customers mean they're comfortable.

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They're satisfied and they're excited.

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And the reality is you can help them
feel that way when you present the

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contingency agreement the right way.

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So right before we get started,
I'm gonna be covering the

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contingency agreement, fear side.

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Right now we're talking about risk
reversal, but if you haven't already

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done this, I've got a lot more videos
for you in the contingency room.

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They're gonna help and
they're available right here.

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So you can go over to the roof, strats.com
and download a free copy of my pitch.

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Like a pro roofing sales
training video library.

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I have an entire.

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Playlist inside there on the contingency
agreement and how, when used effectively

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can be an extremely powerful sales tool.

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And I shared this testimonial
on the channel before.

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So I'm just gonna tell you this story.

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There was a gentleman that
I worked with down in Texas.

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He was down in Dallas area and
he only did the handshake deal.

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He's like I don't do contingencies.

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And after we sat down together,
I've I've finally discovered, you

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know, he wasn't fully truthful.

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I'm like, man, are you getting canceled?

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Ah, yeah.

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Now again, so long and short,
we went through the contingency

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agreement, especially this
piece I'm about to teach you.

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And I met with him on Thursday
that Monday he had signed six 80

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square homes over the weekend six.

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80 square.

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Usually the continuency agreement.

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Now we uses it all the time.

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So the reason I share this with you
is it's all about how it's presented

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in the continuency agreement must
be presented in a way that is

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advantageous to the homeowner, meaning
in their best interest, not about us.

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But about them.

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One of the golden rules of marketing
by the way is what's in it for me.

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I, and everybody's thinking this what's
in it for me, what's in it for me.

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So we need to present this information.

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So it's ultra valuable to
the homeowner, not about us.

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So again, if you wanna see that playlist,
you can head it over the re stratos.com

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right now, and to your name and email
and get instant access to the contingency

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agreement entire playlist right there.

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All right.

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Now let's talk contingency
agreement, fear of signatures.

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First, what we need to do, which by
the way, One of the best things that

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we can learn to do when we're in sales.

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And quite frankly, a skillset that I
think everyone should develop is to

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learn how to get out of our own head
and get into the mind of another person

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to know exactly how they're feeling.

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So I want to ask you this play along.

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What are you the customer feeling
when you're faced with signing

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something concern, fear, concern.

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Am I locked in?

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Do I owe you money?

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I.

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What happens if the roof
doesn't get approved?

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Am I, do I have a contract
now to replace my roof?

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Am I required to use you?

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These are all of those fears
that are running through that.

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Homeowner's mind they're
signing something, right?

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So what we need to do is turn this
frown into a smile, their concerns

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into a path of, ah, ah, this is good.

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This is safe.

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And we do this with the powerful
practice of risk reversal.

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Okay.

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Are we ready to go?

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Sorry.

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My handwriting's horrible.

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That's not why you're here.

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least.

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I hope not.

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So let's get into it.

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What is risk reversal?

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Risk reversal is removing
those fears and turning that

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frow upside down into a smile.

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So I feel safe signing it.

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How do we do that?

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First?

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What we need to do is
highlight the true outcomes.

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So again, what I'm gonna write here
is high, the outcomes, the potential

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I'm gonna add in the word potential
highlight the potential outcomes.

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What does that mean to.

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It means this all goes
well, they get a roof.

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All goes well, they don't.

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Okay.

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In fact, I'm gonna start
here on the worst case.

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This is worst case and
over here is best case.

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Okay.

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Let's get to it.

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So Mr.

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Homeowner, worst case scenario, this
contain agency agreement states that is

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a hundred percent contingent, meaning
only if the insurance company proceeds.

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With replacing the roof.

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Will we have the opportunity
to do the work for you?

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So if the roof doesn't get
approved, you don't owe us anything.

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Okay.

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Now here's the other good news.

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There's time, energy and
effort on our behalf that we.

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Don't bill for now, what this means
by don't bill is that there is value.

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You are there.

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Now you're there with the adjuster,
maybe your team, your supplement team,

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or whoever you hire for supplements.

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These are resources used
to get the roof done.

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The other reality is Mr.

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And Mrs.

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Homeowner, when we do a roof on a cash
bid basis, for example, we don't do this.

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We're it is more labor intensive.

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And time intensive and resource
intensive for us to go down this path.

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However, we understand that you're
not going through something pleasant

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and we do this to provide value
to you to earn that opportunity.

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So worst case scenario.

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You are no worse off meaning
you're in the same position.

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So let's go through this.

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Mr.

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Homeowner, worst case scenario, the
insurance company comes out and they say,

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there's not enough damage to cover it.

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You don't owe us.

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We don't bill you for the time and
energy and effort to do this, cuz

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we believe we can truly help you.

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And you're no worse off.

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No harm, no file.

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This agreement is what
I call dust in the wind.

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We all go our Merry ways.

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We did our best.

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Okay.

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Now let's talk best case scenario,
best case scenario, you get a new roof.

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Okay.

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Which means you're protected
under a new material and labor

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warranty, which means you.

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Your obligation is your deductible.

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And that's it.

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Now, if you are using my all in one
sales training sales strategy and

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sales system, which includes the battle
pack by the way, or maybe you were,

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uh, grabbed a battle pack on its own.

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You'll see the language I
use in here is the price lock

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guarantee, price lock guarantee.

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And I, my handwriting is getting
smaller to make this all fat.

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So the price like guarantee
states that Mr and Mrs.

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Homeowner.

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Your only obligation for this project is
your deductible no more, no less, unless

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there's elective upgrades or any rotted
decking that may be discovered that the

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insurance company does not compensate
for those are the only two exclusions.

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And by the way, I've
been asked this a lot.

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Yes.

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If the policy's a CV, you
don't want to advertise this.

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So you just need to make, make sure
you have all your ducks in a row.

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You don't want to go promising something
and then not be able to fulfill upon it.

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So best case scenario you get in a roof,
new warranty, deductible, and guess what?

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We offer all of our services to
make this happen for you for free.

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But remember the only way that we are
able to work down this path is by becoming

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the contractor a choice to do the work.

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So for this reason, Mr and Mrs.

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Homeowner, you truly have
everything to gain and guess what?

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Nothing to lose.

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This is one of my favorite lines.

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I break down that worst case scenario
and then the best case scenario.

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And I say, listen, you have everything
to gain and nothing to lose.

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Does that make sense?

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And then I hear, yes.

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So excellent.

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Would you like to move forward
on this project with us?

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And then we can move over for
our signature and go into that.

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Getting that signature, closing
the contingency agreement.

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I know that was a lot.

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But I hope it helps.

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So let's do this to wrap up
just cuz you are my time.

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It's about to run out here.

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Doesn't mean it has to.

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So if you haven't yet done
it, you should click here to

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download a free copy of my pitch.

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Like a pro roofing sales training, video
library entirely free and watch through

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the, using the contingency agreement
section because it, I promise you it is

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a more powerful closing tool then you
realize, and if you want to continue

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your journey with me, YouTube thinks
you're really gonna love this video.

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We'll see you on the next one.