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okay fantastic yeah please send it over to me I'll review it correct yeah it sounds over to me and I'll review it and then I'll send you over proposal and then we can lock it down and as soon as I can be there is a week from Thursday correct okay so it's great talk to you soon the way I'll tell you what I think one of the biggest struggles that people are having in our industry is how to do a proper sales presentation right and so I think first and foremost when I talk to my clients if they're struggling that area I ask them you know how long are you taking to do your presentation right and and it's usually the answer that I get is about you know 15 20 minutes half hour maybe sometimes five minutes right and so I think that's the the biggest thing that's broken right there the other thing is how their qualifying their clients so I just want to talk about those two issues right now and basically how are you qualifying your customers right I mean some of the prospects that I think that you're going out to see you don't have any business and going out and see them in the first place so let me explain first of all I think you need to explain how your process works at least a little bit before you even go out there right so one of the things that they're always there the clients are always asking or telling you is that they need you to come out and give them a price and so I think that we want to explain to them that well sir you know I can give you a price before I ever even put my hand on my tape measure and come out there and the price is a total replacement cost value right and then you have to explain that a bit not in too much depth but you have to cover that a bit on the phone you know before you even go out there to make sure this is not someone that's looking to pocket insurance money or you know to get out of paying the deductible or something like that or they were looking to use your estimate to get the insurance company to pay a lot of money to them right you have to look out for all those things although sometimes I think that those problems exist simply because the client doesn't know any better I think it's up to us to educate that client you know and I think a lot of times when you do that and you complete all these steps then where before you may have had a client that that was their mentality that was their mindset when it it's not that they were trying to be fraudulent right that they were trying to be a shady client it's just that they were trying to be a savvy customer like a lot of us right they're trying to get the best deal and you have to give them a little credit because most clients don't go through this all the time like we do right and so they're not familiar with how it works and so I think we have to help them with that so you know when a prospect calls you up and they're in and you're getting their name and their telephone number and their address and and hopefully you're asking them for a basic description of the damages and how it happened I think you need to add five questions to that and I'd be curious to know you know if any of you guys are asking these questions you need to ask five questions and those five questions are number one have you already notified the insurance company number two have they already sent somebody out number three what they say number four who is the insurance company number five and when are you looking to get the project completed right separate the pretenders and the people are just looking to get ideas to take advantage of you and really start to only go places where they're actually serious contenders and not pretenders right well they're serious prospect where they're serious prospects and they're the type of client that you think qualify to do business with you not the other way around I think we need to first start there and decide for ourselves that we're only going to do business with those who qualify to do business with us right they think it's the other way around and I think that you're falling into that trap a lot of times by allowing them to qualify you when you should actually be qualifying them so those are the five questions about pretty qualifying your client and so now I want to talk about what happens when you get to a prospects property right I think too many times the mistake that we're making right away as we're showing up and we're just kind of letting the the client take the lead if you will so that so the client we get there they know what were there for and they're right away trying to take our hand and lead us over and show us where the damage is right and I think that's backwards I think we need to take control and so yes sir I'm gonna take a look at all of that for sure I'm gonna look at everything in fact I'm gonna look at everything you know I'm an inspect the entire property for storm damage and if that's what we're there for storm damage and I'm gonna spend a lot of time doing that before I do I brought the I brought a packet of information with me and I just want to take a few minutes if I could to sort of give you a brief summary of what's included so that you understand what's here so maybe in that packet you have your your contact you know mr. Jones this is our contact information there's our addresses how to get in contact with us a phone number website email contact after-hours number that kind of thing this is our BBB information this is our liability insurance information this is our certifications for this and for that and all the bells and whistles right and here are some reference information and then here is a step-by-step sort of process of how we work right because I want you to understand now the direction of how all of this is going to go so that you know each and every step as it comes what's getting ready to happen right and so that there are no surprises and there's no hidden agendas right so so first is really step one what I'm doing now which is you know which is introducing ourselves to you and explaining how we work right and second I'm gonna do a detailed inspection like I said before with the entire property and I'm gonna take hundreds of photos drone video other video stuff moisture detectors course table whatever it is or things that you're you know you're going to do there and I'm going to compile all of that and if there is storm damage and if I do think that there is a you know a project that we want to take on here then I'll put it all together into a proposal and I'll sit in the proposal by the way so so what I do it there is I want to describe the process of how the insurance process works right I want to start there I want to go over with the client and explain to them how the insurance process typically works you know the claims called in juster comes out we try to be here when the adjuster comes we inspect they inspected for damages if they see that there's damages they'll write you up an estimate and that estimate will look like this and that's when I bring in some props with me and sort of a prospectus or a binder if you will maybe laminated and what I want to do is if you've ever watched my what's wrong with this insurance estimate episodes basically it consists of a real-life case study of an actual insurance estimate where the insurance adjuster wrote up this estimate here's the estimate with all the personal information redacted so that you can't tell who it is but maybe leave the last four of the claim numbers so you know it's authentic and but leave everything else in its what we're gonna do with this is we're gonna show them and they may have already received this which you know before you come right because you've already asked them has the insurance company been notified did they send somebody out what they say right well they say to you that the insurance company came out and they agree that the roof needs replaced what you know that they have one of these estimates in their possession and probably a check right so if you know that going into it then part of your presentation is you can structure the way that you converse with them as if you may recognize this because this is Xactimate let me tell you about Xactimate it was made by a company called Xactware and what they do is they keep track of every single item in construction just about so for example Xactimate keeps track of what it cost to remove and replace one linear foot of baseboard for example it also tells you what it costs to remove that piece of baseboard and just reattach it like just reinstall it like maybe had to fix the drywall so you had to take it out and put it back on right so and then it also gives you a price for painting that base like priming that baseboard painting that baseboard staining the baseboard sanding the base so gives you a lot of different prices for everything really in construction and that software those prices update every month and the prices in Dallas are different for example than the prices in Houston so every market its market specific and so things like aluminum refer to that recently right aluminum shingles fiberglass asphalt shingles are petroleum-based so that's like things like this lumber all these things are a commodity so prices go up and down with the market so and supply and demand comes into play too so if there's a hurricane or a major major hailstorm in the market expect those prices to go up you know pretty quickly thereafter and so that's how the insurance companies price the estimate after they find damages right and so the good thing is is that we also use Xactimate - so you would think that there would be no conflict between us in the insurance company as to how we come up with the price for this project but the problem is is that most insurance companies whether intentionally or not it's not that they're using the wrong prices it's that they're leaving out so many of the crucial and critical items that should be in this estimate to do a complete and correct job and so one of the things one of the most crucial and important things that comes into play with these types of scenarios is that the insurance company typically has to pay for what they call ordinance and laws so that's like building code upgrades right and most policies will have this included especially if they have a mortgage on the property right and you have a mortgage so I like to actually stop right there and ask them do they have a mortgage when you're describing that part most policies will have that ordinance and law covers the building code upgrade coverage so that means is is that if the rule for example we're talking about roofing if the roof was put on at a time before certain codes require that for example flashings have to be replaced if the rusted damaged or deteriorated most people don't know but a nail going through the flashing that's how it was installed that's damaged rust on that flashing so in wood building codes one of the examples as you can see from this estimate here is that this particular roof was missing chimney flashing but in fact it had a chimney on it now the thing that's significant about chimney flashing is that this particular flashing kit had nails through it and so that those nails going through the flashing is actually damaged and it's required that that flashing is replaced and so but as you can see it's missing from the estimate and it really is quite amazing how many times the adjusters out there never even consider building codes they just go by what they see up there and a lot of times miss many of those items too but this particular estimate was missing chimney flashing it was missing this it was missing many different items I think need to take some time there to educate your client so that's the key here is educating your client cells your client that's what closes your client in my opinion like I've been in different sales you know scenarios and I know that they say like you know the client you know they never really mean know until they say no seven different times right I don't buy into that garbage for this right here man because again they have to qualify to do business with us so we lay it out there all of the facts the process the roadmap of everything that's going to happen right we educate the client on how the process works the insurance process and then how we work so back to the case study we show them how a common insurance estimate looks a real one by the way and then we show them the estimate that we rode in that scenario right showing a proper estimate and it's basically you know mr. Jones do you agree that that parapet wall cap flashing should be there based on now what I've explained to you about the codes and what's required we're not allowed to go out here and do the job illegally no insurance company can force us to do that do you agree that should have been there so a properly written estimate looks like this and this estimate is based on building codes and insurance restoration standards hundreds and hundreds of photographs extensive documentation and black-and-white facts that's what really should have been done by the adjuster but they failed to do it but as you can see we did it for them and then over the third peak thing I want to show you is the final estimate that the insurance company wrote which they agreed to most if not all of those items so I think that you need to do your presentations like that people are visual show them how the insurance industry really works in these types of scenarios right and then so there's the problem and then we're showing them how we can solve that problem for them right so we're gonna conduct an extensive really investigation on this property we're gonna pick it apart and we're gonna include everything that should be on that estimate and we're gonna submit that to the to the insurance company to make sure that they have all the right information and so the insurance adjuster may only spend you know twenty minutes at the property whereas we're gonna spend a lot of times hours you know several hours we may have to come several times to get that documentation and do it correctly but if it was done correctly they would pay for it correctly so that's basically there's no magic secrets about what we do that's how we do it and so that's what I'm going to do first is I'm going to inspect the entire property I'm gonna put it all together and then when I put it all together onto a proposal and then if you're ready to go forward at that time you're gonna you're gonna have the opportunity to hire me at that time and so as far as what that proposal looks like I want to actually give you a copy of that proposal now a blank copy of it as far as what the price is on that proposal I can go ahead and give up that secret now without inspecting anything as I've already told you the price is the total replacement cost value total our CV which I've already explained to you what that is so I want to give this to you now I'm gonna go ahead and get started on my inspection and I'm gonna have a lot of homework to do before I'm ready to get to the proposal part before we move forward now you have homework two quite frankly because while I'm doing all that you can check me out check out my references check out do your due diligence check us out with the BBB check out some of these certifications so that you're comfortable and you've done your vetting process before we get the table right because at that time I'm gonna be ready to move forward and you'll have the opportunity to move forward at that time so but as you know we're busy and blah blah blah so I think you know my my best sales people that I've been around have actually in this industry have actually not been you know the the outgoing you know I could sell an ice box to an Eskimo kind of guy but it's mostly been more of the techie guys nerdy and gals more nerdy but you know not really outgoing but just the facts ma'am kind of people you know and but they're there to do an investigation and they have a lot of work to do right so they're busy but those people are very purposed but I find that those people are good with technology like laptops they have the ability to upload videos and photos it doesn't take them a lot to figure that out they know how to convert things and do a PDF and how to attach things to emails and that kind of thing but they typically can be organized and show up on time I don't prefer somebody like that more so than the outgoing I don't have to do anything because I'm God's gift of creation mr. bigshot sales guy you know so I just think that if you focus more on educating your client right before anything else then I believe that the selling and the closing takes care of itself and I think before by the way before getting into any of that I think the first five to seven minutes that you spend with a prospect forget about all of the the reasons why you're there but first start by genuinely it has to come from a genuine place genuinely trying to make a friend so building rapport you know the first five to seven minutes with it with it with a client you know if you're in their office and you see a Chamber of Commerce thing on the wall ask him about that Chamber of Commerce thing on the wall people love as you probably heard to talk about themselves it's the it's their most favorite subject and so I think you can get people talking about themselves by asking them a lot of questions right about themselves and so that breaks down the barrier and the tension and allows them to be a little more comfortable also one other thing wherever you intend to close that client with that proposal or call it the proposal or you know call it the the contract proposal or the contract presentation if you will wherever you hope for that to go down I would suggest that you try to do your presentation part of it in the beginning at that same place so if it's a residential job if you're hoping to get to their kitchen table or their living room try to do that in the very beginning no I understand I'm gonna go and take a look at all that but is there somewhere we can sit down I brought together a packet of information I'd like to go over it with you briefly what's included before I leave with so you know it's a way to kind of do that but I just think that you need to qualify your prospects better right try to make a friend ask them to come along with you on the inspection and as you're going on here's another thing I never asked people for their insurance company paperwork right I never did that I don't think you really need to so but before I leave make no mistake about it they're shoving that insurance paperwork into my hand you know so how to really do that is as you go along in your inspection you know you've already asked questions like has the insurance company come out what did they say so you kind of know where they stand you should without having to see their insurance paperwork yet so if I want to see it though a way I might do that is what the insurance adjusters say when they came out about this here about the parapet wall flashing does that included on there because that's actually code required so was that included I don't know let me go get my insurance paperwork right and so if they don't do it there it's on to the next step it's on to the next thing what the insurance company say about this when the adjuster was here what do you say about this well just about that I want to ask that question 100 times even if they do have the paperwork and then after I asked the question they give me the answer then I want to give them the prescription right so or the protocol if you will so like okay I understand well typically what they what they should do in a case like this is they should also do this in that right in any case where there's a modified bitumen roof you know the any parapet wall has to have parapet wall flashing right and so like like getting them information that they can use and educating them explaining them about the exact I mean how that works right empowering the client the property giving them more information so that they can make a better informed decision anyway so I like to say this too whether you hire me or not don't take my word for it right ask your agent or don't take my word for it do the research right so totally no pressure at all I'm just really there to complete the steps man and then when I complete all those steps just like I promised the client I would at the beginning right and I come back and I put that proposal together and I describe everything for them they already know what I'm gonna do right I review all the photos with them I review all the video footage from them everything is complete and black-and-white on that proposal I explain everything I don't try to gloss oh I want to make sure they are on board this is a marriage man we're gonna be together for a while so I want to make sure they're 150% in and not half in like I had to fool them to get them in and then they find out later right so I want them to understand each and every piece of information that I'm there to give to them and they they understand every every particle of that proposal right and then when I'm done with that proposal and I'm all set and I know that I've done my job I've done all these steps and I worked hard at it right then I slide it across the table and I say if everything meets with your approval then I'll just need your signature there there and there [Music]