How to Sell Roofs: Roof Strategist Adam Bensman

How to Sell Roofs: Roof Strategist Adam Bensman
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00:00 Intro
00:55 How long to build a solid sales system?
03:24 What if you haven't had a sales system?
06:30 Who cannot sell roofing jobs?
09:00 How does an owner/operator hire salespeople?
11:30 Why people buy from owners
15:00 Best sales commission
19:11 Taking percentage is an MLM!
21:13 How many sales managers can be managed?
26:36 Nobody wants to be commission-only
30:38 Client never raised prices
33:56 Sales coaches and bad advice
40:08 Ask yourself why you're not confident
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[@mfranco25881]

I am a commercial roof salesman and have worked as commission only and also as a salary+commission. People would often be taken back when I tell them I’m commissioned only, but the reality is I have made the most amounts of money being on only comish. Easy to tell this guy is the real deal and understands the roof sales industry.

[@thisismagacountry1318]

What's the best commission schedule for roofing? Do larger houses and apartment buildings really bump the commission well?

[@allaboutroofing2]

@@thisismagacountry1318 that's an unfair comparison/question since if you are paid 20% of profit at a great company that advertises and had leads coming in is better than a company with little to no reputation, no advertising and no leads, but pays 50%. Also if you handle only the sale, you get paid less %, but have a lot more time to make other sales. The question you should ask when in interview is how many roofs does your top guy sell per month and if you are really bold, ask for the ballpark on how much he/she made in commissions last year. Even if you don't get an answer on that last part I don't think you'd offend anyone for asking. The highest I've seen is 60% tho and you do everything but install the roof yourself to include running materials, all collections insurance settlements, permits- Everything. Word of mouth, referrals and hitting the pavement only when are aren't busy for half the day your jobsite.

[@allaboutroofing2]

@@thisismagacountry1318 large apt or town home complexes are competitive most of the time unless you have an in somehow and get and insurance claim job. If you are bidding against 3-5 other companies and dealing with a hoa board, they usually go with the cheapest bid within reason, so it depends on the complex about how much you make for the time involved. I'd rather sell individual roofs and do 5 jobs rather than 1 big one with thin margins since those 5 jobs could turn into 12. That's the limit of my commercial knowledge, I dont do TPO and commercial buildings.

[@thisismagacountry1318]

@@allaboutroofing2 Thanks for the advice. I honestly appreciate it.

[@jr.aj1]

@mfranco2588 How can I get in contact with you Mikey?

[@joshuacunningham7912]

Adam’s training is world class. I highly recommend it. He legitimately cares about giving 10X the value for what you pay and it shows.

[@samuelallgyer3139]

I was trained in this mindset and I see it’s time to break out of it to the next level

[@TkerIsAPimp]

Thanks for the video, Dmitri. You help me make sense of so many issues I experience working as a roofer.

[@nelsonpena8612]

Hey amigo, Nice Video! I have seen a couple of your videos before nice vidios by the way they were nice but this one is great. It seems like you made just for me. Thank you!!! And keep up that nice job.

[@dave-jl3vs]

i came from roofing material sales into roofing sales which gave me a base of understanding for the roofing industry in general. really excited for what the future holds

[@ricotheroofexpertfromghrs]

Adam Bensman is the best!!! I truly appreciate his work ethic and great program! I just started being a salesman after transitioning from being a project manager and I really appreciate everything in this program… THE ROOF STRATEGIST is the way to go if you want to become better at anything when it comes to the roofing business!!!

[@allaboutroofing2]

This is fantastic. Just subbed! Thanks!

[@erickquezada7346]

Great video, I'm a huge fan of both of you guys, when I first saw that you guys made a video together I was so excited. I'm owner of new business with my dad and brother. Me and my brother were the first sales people that we had, but now this is our first week of training a little bit of what we know to another guy that we just added to the team to help us on with sales, so what's a good advice a good advice that you guys can give, or what can we watch yo get better at this because like you guys said on the video, as owners sometimes easier to sell like you guys mentioned but we still need to learn a lot to be able to train our new guys.??

[@equityroofing1414]

I like the word strategist... Has a good ring next to the word sales.

[@watchr0b]

I gotta thank you guys for these videos. Made me realize roofing salesmen mark stuff up like wow and so I went right to the owner of a roofing company and saved like 20%.

[@scottdrennen6426]

Want to hear more definitely hitting the nail on this head

[@thisismagacountry1318]

A good way to overcome a lack of confidence in sales is to rehearse the inspection pitch like an actor and ask for any objection to a free roof inspection complete with pictures and video.

[@regalroofs5429]

Good work demitree ur getting good at this stuff sir

[@highridgeroofing5108]

This is great info, thanks guys!

[@ctplastering4536]

This guy is the business excellent advice here

[@BlakeRobison-jh3ft]

I spent 300 bucks plus my book and im a month away from passing my test have about 7000 to invest in marketing tools and one advanced forman im doing from the bottom thanks for ur content

[@bobbypurchase]

Thank you both for this video and sharing your experience😁 I have been following both of you guys for a while now. I am considering working with Lee at the moment, but I do have a few other options available. I always say options are a good thing🤷🏼 I have already went through Sky Diamond University and I’ve watched a shit ton of your guises videos to learn. As of now I’m in real estate and I’m coming across a lot of homeowner that need help with their roofs, that I am unable to buy or make since buying their property. Let me ask you this, Who would you recommend in Central Florida to be the top company? I’m a steps to the sale type of guy and I want to find a company with a process that I can lean, scale and focus on helping more people with their roofs ethically. Thank you for your time , Bobby

[@SpiritualStuntman]

Very good video yall. Ninja level thinking from Adam on running a company and how to work with people. Thanks for content Dimitri (sp) I'm enjoying your perspective and ethics 🙏🏾

[@RoofingInsights3.0]

Any time!

[@incubedinsight4940]

Let’s HAVE this conversation I promise there is a middle ground. I thought the same thing as DMITRI. Buuuuuuut what Adam is saying in a something I heard a roofer guy say. The game is not to be taught it is to be sold. But there is a way for that too be fair. No salary. Adam wins. Desperate people will either be there and the roofing company TRULY help and whether or not they stay. But if you pay them right they won’t leave. P.S. college drop out…no pun intended however very apropo Great interview

[@clee8862]

Great interview. Really like saying small bird in hand is better than big Bird in sky...🔥

[@RoofingInsights3.0]

It sounds even better in Russian. Very popular saying

[@thisismagacountry1318]

Nothing is better than Big Bird, except maybe Kermit.

[@jorgemacias4453]

This is great. I just got my roofing license in Illinios, and I can relate to this so much. I use to sub hire work out for a living, now I’m trying to get my lead for my first job.

[@thisismagacountry1318]

How's the Roofing business? Is it Chicago or another city? I imagine Chicago does quite well.

[@christopherledbetter1009]

My question I would like to ask is this, how does a sales rep get 5 minutes from the homeowner? Knocking door's is simple if you are handing card's out and going on...but getting the homeowner to stop what they have going on for simply 5 minutes is probably the biggest question I have.

[@jacksonduvall7504]

If you were just starting out and had some money for marketing, would door knocking be worth the money? I need leads!

[@name7150]

The 2 goats have colabbed!!

[@RoofingInsights3.0]

00:00 Intro 00:55 How long to build a solid sales system? 03:24 What if you haven't had a sales system? 06:30 Who cannot sell roofing jobs? 09:00 How does an owner/operator hire salespeople? 11:30 Why people buy from owners 15:00 Best sales commission 19:11 Taking percentage is an MLM! 21:13 How many sales managers can be managed? 26:36 Nobody wants to be commission-only 30:38 Client never raised prices 33:56 Sales coaches and bad advice 40:08 Ask yourself why you're not confident

[@Djflavlive]

I just got to say you are the man. I am more confident now so thank you sir.

[@coloradoproroofing2545]

We are a small company trying to grow into an office space, currently, work from a home office. We started our company by working from home and due to the winters here in Colorado the roofing industry shuts down during the winter so we are unable to keep sales and then haven't been able to find any sales persons now for 2 years. We have not been able to find salespersons. Seems like an impossible task, this is keeping us from growing. I'm wondering if the fact we operate without a physical office location may be the reason we are not able to grow. What do you think?

[@TheRoofStrategist]

Hey Colorado Pro Roofing - I have a LOT of clients in CO who keep sales reps through the winter. Their sales "spill over" into the spring as they build their pipeline. Many of them are still prospecting and following up with clients through the winter as weather allows. That way they can "stay on the gas" year round. Would an office help? Possibly - because reps may take it more seriously, but I wouldn't necessarily turn to that as the primary solution. Hope this helps get ya started!

[@thisismagacountry1318]

@@TheRoofStrategist Everyone is working remotely in the new normal so I wouldn't sweat the lack of a physical office. Save until it's feasible economically. Getting reliable workers in the Colorado "lifestyle" is difficult especially if your business drug tests new employees.

[@TheRoofStrategist]

@@thisismagacountry1318 agree! And the drug testing thing is unique per location. With marijuana legal in many states now, it's very different... my philosophy is simple - don't show up to work stoned.

[@scotthuffman9237]

Wish I got leads from the company. I get it out the mud!

[@keyrecordz2143]

It’s hard getting sales for my company

[@gutterdepot8112]

I need sales guy ivhave no clue what to do. I can sale anything I can not teach that help

[@AllenDigital-dw9vn]

Do you want to make more sales and or promote your roofing business? Kindly click the link below www.fiverr.com/s/jGZX2V

[@manvirsingh2907]

Any salesperson here nearby Toronto 😊

[@eag8999]

I get the feeling that Dimitri’s supplementing team was highly ineffective.

[@RoofingInsights3.0]

Wouldn’t say that. $1M per year for $4M company in supplements… maybe it’s not effective in your book. We are happy with results

[@samuelmaruszewski7098]

Dmitri and Adam, I was and still am (wrapping up my remaining jobs) a project consultant for a roofing and solar company. My company took me in stating that they would teach me everything and that I would have guidance. for clarity; the company is based in one city and there are multiple branch offices scattered throughout, I am a part of a branch office that will have more project consultants than at the main office (the sales team has not reached maximum capacity yet). The expectation for us new hires is to buy our own trucks for the company to decal and to basically learn on the job with no office overhead guys to visit with in person and only one branch manager that will oversee all 16 of us (they have in house training videos, but essentially KZbin videos will not suffice for this job). My honest thoughts, I am pretty frustrated that my company would hire me with the promise of going from rags to riches as a satellite employee who was hired in the middle of the roofing season with absolutely no training provided, was 1 of 6 new hires (was sort of an experimental Ponzi scheme) that were somewhat neglected, and was expected to storm chase (they wanted me in 4 storm markets) sell, facilitate, project manage, and not get a job in the off season but to go to unpaid trainings (after not making that much money due to me not being very successful), network and learn how to sell solar. *Don’t get me wrong, I love my manager, branch coworkers and appreciate the office guys at the main office.* That’s a long rant, but I’m just curious what your thoughts are on this.

[@bane349]

not hiring part time sales reps is short sighted, no telling how much great potential you're missing (not to mention sales), and for what? If its a commission job its not even costing you anything.

[@TheRoofStrategist]

Hey Scott, appreciate your input. There are very few exceptions to part time sales reps being "worth it." Respectfully, I will disagree with the statement, "If its a commission job its not even costing you anything." -- Even a part time rep will increase overhead. More importantly, part time reps generally take the most hand-holding, learn the slowest because they aren't fully invested, and disproportionate amount of time and energy from management. Part time and full time requires the same energy, time, and resource investment to fully train up and manage. So if the part timer is only producing $250,000 per year, that's not necessarily a wise investment of time and resources (in my experience). The time it takes for management to support them isn't worth it. That $250k for example, could be made up by investing in the full-timers OR selling on your own. This is my experience after working with companies across the US, Canada, and Australia. If your results vary - keep doing what you're doing. As I say - if it ain't broke, don't fix it.

[@bane349]

@@TheRoofStrategistwith respect, are you trying to sell me or yourself on that tired way of thinking? If someone can sell they can sell, so its not like you should have much overhead training them on the particulars. Where is the overhead?

[@TheRoofStrategist]

​@@bane349 All good to have honest conversation/debate. Happy to share my opinion. I am NOT trying to "sell" you or anyone else. There's literally NOTHING for me to benefit from by sharing this philosophy. The overhead is CRM license, shirts, biz cards, company provided literature, administrative hours, payroll processing, etc. It's small - yes. The biggest "expense" is the time and energy investing into them. As I mentioned, there ARE exceptions to the rule. If you have truly self-sufficient, well trained, and competent part-timers, keep 'em. If not, they are usually more of a headache and time-suck than it's worth.

[@rharbin1]

@@bane349 all do respect sir, if you don't think there's overhead cost involved bringing on salesman or any type of position that the new hire has to learn, then you are the one being short sided. At the very least the newly hired person must learn SOP of that company which takes time and time is money. If I feel a person should bring enough value as a part time that the company would want to bring them on full time?

[@thisismagacountry1318]

As an outside observer to this great debate of ideas I plan to start with part timers only and sell on my own as well fulltime. If they pan out I'll offer fulltime and promote from within.

[@jordanjennings8655]

I would ask and wonder why you’re not interviewing the CEO of Tecta America or CentiMark. Reason why?? Because you’re not even on that level.

[@jordanjennings8655]

But you think you know the “insights”

[@RoofingInsights3.0]

Interviewed people way bigger and who have accomplished more if you want to start measuring contest, and we do know insights.

[@SpiritualStuntman]

Dude, what happened to you? These are two good people doing tangible things to make other people's lives better. Why would you hate on that?