One of the hardest lessons I’ve learned in life is ‘you have to pay more to get more.’ 💰 Seriously, for most of my life I’ve always wanted more, but my plan was to ‘pay less and still get more.’ I paid so little and got so little in return, you would think I would…

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People think they’re in the roofing business. I suppose a case could be made for that view. 😉 The reality is people don’t buy a roof; they buy the outcome. And that desired outcome is wildly different from one person to the next. There’s no one size fits all. As I’ve often said, nobody is…

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I like saving money. 🍿 Most people do, right? Given the choice to pay more or pay less for the same exact thing, most of the people, most of the time, would rather pay less. Sam’s Club sells Premium Unleaded for $0.06 cents more than QuickTrip (across the street) charges for Regular Unleaded. So, I…

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A long time ago, in what seems like another life, I was a rookie roofing salesman. I know – roofing has a reputation for being a slimy business. Have a hailstorm, hurricane or a tornado and all the roofers within 300 miles of your house will descend on your neighborhood like frogs in Egypt. Roofers…

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I know you’re a good listener, but can you tell a good story? You’ve knocked on the door (finally), got a grown up to answer (maybe they actually own the home), and you just gave them your best intro pitch. Congratulations! Now you’re standing there eyeballing each other trying to figure out what’s going to…

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Door To Door Sales I had a veteran roofing salesman call me recently and ask about selling roofs for my company. In the course of our conversation he said, “I don’t mind running leads, but I don’t like selling door to door.” Who does? Selling door to door is a hard job… it’s grown-up work,…

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Fear Motivates I believe the greatest motivator in life is “fear”. More decisions are motivated by fear than any other factor. Even the folks who won’t make a decision, do so because they’re afraid to make a decision. They simply decide not to decide… they run away scared! You can, and should, address all sides…

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If you’re new to the business of selling roofs, you may have heard the term “Slope” or “Pitch” around the sales office and wondered, “what’s that?” Being the smart roofing salesperson you are, rather than open yourself up to ridicule from the crusty old veterans and know-it-all roofers, you decided to look online. Good for…

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As a roofing salesperson, you’ll occasionally run across people who need to save as much money as possible on their new roof. Maybe they have a large deductible or possibly they have to pay cash out of pocket to put a new roof on. Nailing new shingles over old shingles is called an “overlay” or…

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If you’re like I am, you’re too young to remember the old police show Dragnet, but I’ll bet you’ve heard it’s most famous catchphrase, “Just the facts, ma’am”. The lead cop in the show, Joe Friday, doesn’t have time for long, winding stories from his witnesses. He needs to gather the facts and get down…

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