Words Are Money

The Right Words Make More Money Than The Wrong Words

Money Talk A salesperson’s choice of words will help determine their level of success. Simple changes in how you express yourself can make a big difference in your commissions.  

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The Truth: Online Roofing Leads

Internet Roofing Leads

* Print this article out and read it. The Truth I’m going to tell you something that will probably shock you… A big chunk of my personal income, the way I pay my bills, and feed my family, is dependent on me being able to generate online roofing leads for myself and other salespeople. “But,…

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I’ve Got A Story To Tell You

If You Can Dream It, You Can Do It! - Walt Disney

Top 3 Things If you’re subscribed to my free newsletter, you’ll remember that taking my family to Disney World in Orlando was on my Top 3 Things list. My wife and I have always wanted to go, but making sure my kids experienced the magic – while they were still kids – was a major…

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Prospects Lie!

Prospects Lie

PROSPECTS LIE! Yep, LIES! Prospects do the dirty dog, low-down, know it’s not true, kind of lying. Prospects lie because they don’t know what they want. Because they don’t know what they want, they lie to protect themselves from good, and bad, intentioned salespeople who are there to help them discover what they want. Obviously,…

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Good Buyers Make Better Sellers

Buying Is An Investment in Selling

More Than Selling Allow me to interrupt your old-school sales thinking for a moment with this revolutionary thought: “You’re a buyer; not just a seller!” The concept of being a buyer is difficult for salespeople, sales managers, and owners to grasp because they’ve only been programmed to understand the traditional selling model. Whenever they see…

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Overhead Charges: What’s Fair?

Roofing Sales Overhead Charges

The Overhead Charge As you might imagine, one of the more popular questions I get is about overhead charges. Overhead is the expense a roofing company charges against a job before determining the final profit. In the company where I learned the business, my overhead charge was 10% of the gross contracted amount. For instance,…

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Magical Princess Selling

The Magical Princess Selling Fairy Tale

BELIEVE IN FAIRY TALES? Your price isn’t too high; your value is too low. “Price is what you pay. Value is what you get.” – Warren Buffett When your value is lower than your price, regardless of what you’re selling (e.g. roof, appointment, first date, etc.), your deal is dead. Everything in life has a…

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