Transcription
This is how I close 5K per month SMA clients. And you're about to watch a live mastermind call where I show other agency owners exactly how I do it. And for those of you who don't know, my name is Noah Hoped. I'm 19 and I run a marketing agency that does about 25K a month right now. And over just the last year, I've gone from struggling to close a single deal to closing four or five 6K a month clients at around a 30% close rate. And today, for the first time, I'm giving you access to one of my private live training, so you can see exactly my sales process and what it takes to close these high ticket SMA clients and handle objections, even if you've never closed a single client before. So, let's dive in.
So, and if you guys have any questions throughout, just let me know. You can ask, "Hey, why did you do this?" Or, "I was thinking of doing this. Why you ask this?" But we can we'll break it down as we go. So for context, let's say I'm doing Facebook ads working with just should we say roofers or something as an example. Is that cool with you guys?
Roofer's fine because I mean I'll I'll get some knowledge on this as well.
Okay, sick. Awesome. So, and let's say I got you from like a cold call or outbound.
So, yeah. And I'm not I'm just going to freeball this as well, but I'm so I might miss miss some stuff, but I'm going to kind of Yeah. go through how I go through it. So, all right. Um, awesome, bro. Ham, how how you doing, man?
Good yourself?
Not too bad. Not too bad. And then, and then as well, I would always want to make sure they have their camera on and stuff, and then I would make a comments on their background like, "Oh, that's that's a nice picture in the back like, are you are you into into the NFL or anything like that?" And just like some small talk, but we can just get get into the discovery in this case. So, um, but yeah, man. I mean to pretty much kind of go go through this call. I always want to just get a bit of context in the business, kind of where you're at with everything and from there obviously I'll kind of go through what what we do specifically, numbers, all that sort of stuff. Is that cool with you?
Sounds good.
Okay. Sick, brother. Well, yeah. So, I know I know I did reach out to you the other day. Um gave you a quick call over the phone, I guess. What specifically kind of stood out that made you kind of want to jump on the call in the first place?
Yeah, I mean I'm only averaging about like five jobs a month. So, you know, I'm looking to increase my amount of jobs, increase my revenue because, you know, it's a little bit slow right now, especially with the winter coming in.
Gotcha. Okay. So, yeah. So, walk me through right now. You said you're doing five jobs a month. What do you What's kind of the marketing approach? How are you like getting jobs right now?
Word of mouth, just referrals kind of. Just uh handing out flyers, handing out cards, pretty much it. Just from family members, from friends, that kind of stuff.
Gotcha. So, out of the five out of those five um like jobs you're getting a month, I guess how many are those all just like word of mouth? How many of those are coming from like flyers? Uh like what's the breakdown of where those are actually coming from?
So, I'd say like three to four out of five of them are usually referrals.
Okay. So, ba basically it sounds like 90 95% are just coming from referrals.
Yeah, like 90% of them are referrals.
Okay, I gotcha. So, and I guess are you doing any sort of like like anything else besides like the postcards like word of mouth, that sort of stuff? Like are you running paid ads? Any SEO? Um,
we did some paid ads a few months ago. Didn't really get any results out of it. So, we kind of just abandoned that.
Okay. And when you say when you say paid ads, are we talking like Google, Facebook, like what where are we talking?
Google.
Google. Okay. Yeah, man. Walk me through how those um how those are working for you. So those Google ads, what were your I know you obviously stopped doing them. Was there were they not working or how how were those what was your experience with those Google ads?
We were just getting some like we were pretty much getting no leads. I mean we got like a couple people coming in and they were obviously high intent. I mean Google is intent based anyway. So there were some high intent buyers but we didn't really get a lot of them and it was complicated to figure out on my own. I didn't hire an agency for that. So kind of just abandoned that at that point.
Gotcha. Okay. So the main thing you said you you were getting like decent quality leads but you weren't getting enough you said
yeah not enough for the ad spend.
Gotcha. What were you spending on the ads? What was the ad spend?
Probably around a month. It would be like 6 to 800 a month.
Okay. Spend like 20 25 a day roughly. And when you said you were because this sounded like you were getting leads with intent. I guess when you say they were like more quality have more intense like what do you specifically mean by that? Like what did you like about the leads?
Well, when we called them, they were they were I mean they were real people obviously. They had homes. They were homeowners and they had some type of problem with their roof. But the problem was they were kind of just they were kind of just getting quotes from everybody. So they were like, "Oh, how much are you? Uh you're this price. Oh, this guy's doing it for cheaper. Can you match this quote?" Yes. No. Okay, bye. That's pretty much what we're dealing with.
Oh. So, okay. So, they were kind of like shopping around just based on price.
Yeah. Price shoppers. Like they they they they were real people. They owned a home and they had, you know, a roof or some type of problem that they were clearly trying to get fixed, but they were just trying to find the cheapest person.
Gotcha. Okay. I mean, why do why do you think that was happening? Was it something with your ads? Like what what was going on in the process that you feel like you were bringing those types of people?
Dad, I don't really know. I'm not a Google Ads uh afficionado, so I don't really know what the problem was. We kind of just when we were doing the Google ads myself, we just found some keywords, just put in some basic roofing keywords and just let it run.
Okay, I got you, man. So, I mean, and how long were you doing those for? I know you said you stopped. You were doing it a couple months ago.
That was for like two months we did that.
Okay. Spent about say 12,200 or so out of those out of that like 1,200. Did you get any jobs from it?
Nope. Not one job. We got three leads from that, but no jobs. three leads in in two months. Three leads like or like three quality leads I would say like three people that like we called them they were like yes we are interested and then we we went over we gave them a quote and they just never called us back.
So you three three leads in two months you said three qualified leads in two months.
Three qualified leads in two months.
Gotcha. Okay. So I mean, and you didn't get any jobs from that out of the 1,200?
Nope. I got you man. Okay. Interesting. Um, well, what what else have you tried before? I mean, it I know you did the Google ads by yourself. Have you done Facebook? Have you done like Angie's? Like, what else have you done before in terms of like trying to grow the business, get some more leads coming in?
We never we never did any Facebook just cuz uh I'm not really good with creatives kind of making images, making videos. I don't that's not really my thing. And uh we did Angie's, but we didn't really get any quality from that. We kind of just got a we got a couple of jobs, but that was from like, you know, other people are contacting them, other roofers are contracting them, and it was just a much bigger headache with Angie's.
What do you mean headache?
As in we just had to we had to like chase these leads. We had to chase we had to chase them down, call them a bunch of times, and if we called them, they already they already had their roof done recently or they were already getting contacted by other roofers or they were price shopping, a bunch of different stuff when it came to NG. M
okay. Yeah. So when you say they they weren't quality is the main stuff like they were just price shopping they sounds like they weren't exclusive as well. So they were just getting called by a bunch of people.
Yeah. They specifically about them that you think was like low quality. It was just the fact that they were they were getting contacted by multiple roofers. They were not exclusive. And uh also the fact that they were price shopping. They were just they're contacting like they'll they'll answer the phone. They'll be a little bit engaged and they'll just ask for the price immediately.
Okay. Interesting. So, Google as uh Angie, sounds like none of that was working out like super well for you. I mean, have you done anything else before? Have you tried any other platforms, services?
Nope.
Gotcha. Okay. So, I guess I guess for you, I know I gave you a call. I guess was there anything that stood out to you about like what what we said specifically? I know you want more jobs. Are you looking for anything as specific when it comes to getting more jobs and like and like running some ads?
Uh, not really. I mean, we would prefer roof replacements ideally. That would be the most ideal thing to get, but we don't mind getting gutters. We don't mind getting uh repairs. We don't want We don't mind. We'll get any service we can get, but we would ideally like replacements.
Okay. And what's the average what's the average like replacement job typically uh cost or what's average like ticket size of a of a replacement usually?
I mean, obviously depends on the roof, but we average probably between 9 to 12,000 depending on the size of the roof.
And then what what of that is actually like take home for you?
Probably around 30% I would say because of course, you know, materials and labor and all the stuff that we're we're we're accounting for. So I would say around 30 to 40%.
So you're you're making three to four grand per roof give or take profit
around pretty much. Yeah.
Okay.
Gotcha. So, and you said you're doing out of those five jobs you're getting a month right now, I guess. What's the breakdown of those that are actually roof replacements versus just like um like just like the the like the lower ticket stuff?
I'd say it's around like 50/50. Like sometimes we'll have more replacements, other months we'll have no replacements. It's kind of just It's kind of just 50/50, but usually it averages around like half of the jobs are replacements and the other half are just miscellaneous, whether it's gutters, replacements, siding, anything else.
Okay. And you said that the ones that you would want to focus on our roof, our roof replacements, that's like ideal for you.
Yeah, that would be 100% ideal.
Okay. So, I guess what's the reason you you you're only doing like 50% of those? I'm curious.
Don't really know. I mean, we're getting I mean, like I said, 90% of our stuff is uh referrals. So, I'm just guessing people there's a lot less people wanting to get their roof replaced completely, especially cuz I mean, it's it's an expensive thing to do. So, I'm assuming that just people just don't want to spend that much. They'd rather just patch it up and just worry about the entire roof later on.
Okay. I got you. So, I mean, you're doing and those other jobs that you're that you're doing right now, are those like what's the average size of those like siding and stuff? I'm curious. I know. I know. like as well.
Yeah. Siding around like a,000 2,000 gutters probably like a few hundred to a thousand roof repairs depending. I mean, obviously the size of the repairs uh depends, you know, if it's if there's like a huge huge hole in the roof, then that's like a couple thousand. But if there's just, you know, just just some shingles need to be replaced will probably be a few hundred to a thousand.
Okay. But you want to you want to ideally just do you want to would you in an ideal world would you just have roof replacements?
Ideally, yes. just roof replacements.
So, yeah. So, I mean, you're you're doing about two, give or take, two two or three roof replacements a month. I mean, I guess in an ideal world, let's say, um, couple months down the line, like, how many would you actually want to be doing consistently every single month?
I mean, I would prefer to have at least 10 to 15 jobs a month regularly.
Okay. 10 to 15. And all roof replacements, you're saying?
Ideally, I would want to have roof replacements. I have a couple other guys on my crew. So, we can knock out a roof probably in about two to three days.
Gotcha. Okay. So, you're looking So, you're doing about two, let's say two a month. Actually, let's be let's be um give you some benefit out. Say you do three a month. You're looking to basically get up to 15. So, basically 5x like what you're doing now in terms of benefits.
Yep. And we can handle we can handle that much more jobs. That's not a problem.
Okay. I guess it's it sounds good and all. I guess how long have you been kind of at doing two or three roof replacements a month?
We've been doing that for about a year and a half now and we've been in business for about four to five years. So it was very slow in the beginning obviously. I mean we're, you know, we're new. We're not doing anything. So it was a lot of door knocking personally and a lot of flyers and a lot of business cards and eventually we gained a little bit of traction. So you know we have a little bit of we have a little van with our with our you know company information, phone number, all that. So maybe, you know, the van's doing getting us maybe a job a month from that alone. Um, but yeah, no, I mean, mostly it's just referrals every time. We always ask our customers, "How did you hear about us?" And it's always through a friend or through a neighbor or through somebody else.
Okay. Well, I I guess with that, cuz I mean, you're doing decent already. Um, I guess what's because you said you could easily do 15 roofs a month and then obviously that's making you what 45 50k a month. I guess what's the reason you haven't been able to get like 15 roof replacements a month and you kind of been almost like stuck for the last like month doing this like two or three or the last like year?
I mean, we have no c we have no leads or customers coming in. So, there's not really uh anything for us to do cuz once we started getting a certain amount of jobs coming in. We like uh I was solo for about 2 three years and then once we had like those two to three roof replaces a month, I needed to hire more people cuz I couldn't do that alone cuz then just doing one roof alone will take over a week and then that'll just that'll just slow everything down completely. So, I hired a couple guys and uh we're doing we can we can bang out a roof in two to three days. 100% a roof replacement. And then if it's a if it's a bunch of small jobs like gutters or roof replacements, we can just send one guy to each house.
Okay. I got you. But again, we want to we want to focus on those roof replacements. We want to get 15 of those a month.
Yeah, we want to focus on full replacements.
Okay. I got you. So, and I guess when you I know like when you said 10 to 15 replacements a month sound like you thought of that number before. I guess what's the reason behind getting to 10 to 15 is asking like milestone you thought of or like why why why 15 a month? I'm curious.
It's not a milestone but it's just a number that I think we can comfortably handle. That's a number that I think our group could do for sure. If we were to get more than I would have to hire more.
Gotcha. Okay. Well, that's kind of the baseline. The f the first step we want to hit is 15. We want to max out the capacity of our current crew.
Okay. So, I mean, I guess with like referrals and all, I mean, do you feel like you are I know it's been like a year, you've been doing like three two or three jobs a month. I mean, do you feel like you're on track to hit 15 a month, basically 5x the business, or like how how close do you feel like you actually are to hitting that?
Not really. I mean, it's been pretty stagnant. We're not really increasing the amount of jobs slowly. It's pretty slow. [clears throat] So, I mean, like, we're getting maybe an extra job a month every six months. Like in the beginning of the year maybe we're getting two or three roof replacements and then later on we'll get like three to four average. So it's it's it's extremely extremely slow growth.
Gotcha. Okay. I mean are there also are there like other companies in your in like other roofing companies in your area doing like 15 20 or even more jobs a month or is it just slow for everyone or some people doing well?
I would assume so. I mean we have a lot I mean we're in Chicago. We're based in Chicago so there's a lot of uh roofing companies in the area. There's a lot of competition and I mean a lot of these are like you know huge roofing companies, 10 eight uh eight figure roofing companies. I mean they're probably getting like 30 jobs a month most likely. I mean they have multiple crews all around. So and then I mean obviously winter's coming up too. So it's going to slow down no matter what for everybody at this point. So that's kind of just what we're dealing with. We just we just need more more numbers coming in more leads coming in.
Okay. Yeah. So now I was going to ask I mean you've been kind of doing two or three a month the last like year or so you said. I mean, what's uh what needs to change? What do you guys I know you said you need more leads, um but I guess what do you need specifically that would help you make it a no-brainer for you guys to get to 15 of these roofs per month?
What What do you mean by what we need specifically exactly?
Yeah. Like, yeah, good question. So, clarify like what do you feel like is is it literally just more leads, but then obviously like it's like quality is taken into account. Um like what do you actually feel like you would need to be able to get to 15 a month? Is it just more leads or is there anything else specifically?
I think we would need more leads. I mean, of course, we need quality leads. We don't want junk leads, but we would ideally
say quality as well. Um, can you just like explain to me exactly what you mean just because we can kind of pinpoint who you're looking for? So, I just want to have an idea to make sure it even is something we can do.
Yeah, of course. I mean, we obviously want homeowners. We want people who own their home. We don't want I mean, if we can get commercial roofing as well, we would love to do that. But I mean, we we mainly work residential, but uh we don't obviously don't want to do apartment buildings. We don't want to do condos. We want to stick with houses and ideally homeowners uh not renters. That's that's a thing that we've dealt with a couple times. We've gotten phone calls from people who want a roof. Every now and then we'll get a phone call, but they're just renters. They don't have any authority, so we can't sell to them. And uh as long as they're they're showing some type of interest like, "Yeah, we were we were interested in getting our roof replaced or we have a problem with our roof or our roof is just old. We moved to a new place. The roof is just, you know, 30 years old. They just want to get it changed." That kind of stuff.
Gotcha. Okay. So, I mean, the main thing it sounds like is you want homeowners who actually have intent in actually getting their roof replaced and then who's like a decision maker. It's not someone who just rats. That's kind of the main thing you're looking for.
Yeah. 100%.
Okay. Sick. Yeah, man. I feel like I have a pretty decent idea of where you're where you're kind of at and what you are kind of looking for, what you what you actually need. See, I mean, the problem you just just don't have enough leads. You're just not getting enough opportunities. Um, I know you mentioned as well, I know like winter is coming up, it's going to slow down a bit. And I know some guys like when like these slower months come up, they kind of just go in hibernation. They they just like stick with what they're doing. I guess for you, I mean, are you looking to like ramp up and scale like as soon as possible? start getting 10 15 jobs a month like as soon as possible or you looking to like wait like just after the winter or something?
No. No. I I want more jobs as soon as we can. I mean I I mean of course winter there's going to be less jobs than in the summer. That's just that's just the way roofing is. But ideally I mean I know for sure we can get more jobs than we do have than we have now. Like we can if we if you know if if this marketing is as you know good as you said in uh as you were talking about on the phone then I mean it'll work out for us fine. we'll get at least two to three more jobs than we are doing now. So that's ideally what we want. I ideally just want to max out the amount of work that our our crew can do currently so I can hire more people.
Gotcha. Okay. And then and you're looking to do that as soon as possible. You said
as soon as possible.
Okay. Sick. I love that, brother. Well, yeah. And last thing before I and then I can kind of go through what we do specifically kind of go through how it all works to see if it is a good fit um for you. But I guess just I always like to have an idea of who we're working with. Um because like we we want to work people who are killers, who are who are going to crush it with the with the opportunities we send them. So I guess for you if we were to send you let's say let's say you go 10 estimates and let's say they're actually homeowners. They're the decision makers. They're actually qualified and they have intent in getting the roof replaced. Like out of those 10 estimates, how many do you feel like you would confidently close out of 10?
I could ideally if they're intent, if they're uh, you know, have good intent, I could ideally close four at least for sure.
Okay. So 40%. Okay. And you said you make what? Three, let's say, let's say three three grand a roof.
Three to four grand per roofing job, depending on, you know, this the size of the job. If it's a if it's around a 10 to 12,000 job, we'll make 3 to 4K.
Okay. So basically, if we're if we're getting say 10 10 estimates a month, you're say we'll close 40% through three or four out of 10, that's what an extra um 9 12 15k a month right there.
probably. Yeah.
Okay. Awesome, brother. Well, cool, man. I mean, I think I have a pretty decent idea of what um basically what kind of what what you what you need, like what you're looking to do. I can tell you, man, like if you can close consistently, even dude, even 20%. Because we're we're going to be able to send you 10 to 15 estimates a month, even if we're using super conservative numbers, say you close 20%, that's still we can easily get you an extra three, four, five jobs a month, and obviously we're going to ramp up to to be able to add an extra 10, 12, 15 a month, and then obviously scale up from there. Um, but yeah, man, dude, I think you would crush it with this. I would I'm down to kind of walk you through how how we can help you out um and help you scale this thing up if that's something that's cool with you.
It sounds good. I mean, as long as uh as long as we can, you know, get something working and there's there's a decent quality, I'm willing to ramp it up and up the budget.
Awesome, dude. Well, I'm excited. Yeah. I'll walk you through it. I'll share my screen now. That's cool.
Cool. Go ahead.
Awesome. All right. And that's a wrap on the on the discovery. So, I'm going to kind of recap the the points that I that I hit that I was looking to hit and then I want you guys to just ask questions, let me know your thoughts, um, and everything like that. So, first started with current state, what he's currently doing. And I wasn't going in like chronological order. He mentioned he tried this stuff in the past, so I just dug into that right there. what current state what you tried before. I wanted to make sure I get I asked him, "Hey, why don't why can't you just double down on what you're doing now to to erase that bridge?" I got the problem that he just didn't have enough leads. Got got his future, got his goal, 15 jobs a month, why he wants to get that. And then also some urgency on, okay, is this something you're looking to do as soon as possible? And after you have all that, that's pretty much all the ammo I need. and I'm gonna go customize the pitch to exactly what he's looking for. He wants homeowners who are actually who actually have intents and he only wants roof replacements. So, that's what I'm gonna that's exactly what I'm going to pitch him. He also mentioned he did Google PPC where he was getting renters um and he only had like three quality leads in two months, right? Okay, so this is all stuff I'm just going to tie back and customize in the pitch to make it the simultaneous reason that everything he's tried before hasn't worked and why it's the the only thing he needs to actually get the 15 jobs a month and beyond that and then I can obviously quantify it as well because he's making four grand in profit a roof. So I can also quantify it. But that's the kind of the the different uh marks and discovery that I wanted to hit. But yeah, I want to open it up to you guys. What questions do you have on that? How did that How do you think that went? I'd love to hear from you guys.
Uh yeah, like were were you just like doing that like off like like all your like experience and your memory of like doing discovery or like did you have like a script out or something like that?
So I mean the first like half of it I was just I I was just on the Google meet. Second half, I did I did pull up my my script just to make sure I hit all the points, but basically I just I didn't I didn't ask questions on the script. My script is basically current state, uh, problem, what they tried before, goal, and then urgency. And I just want to make sure I'm getting all of those before you pitch. Even if it's in like a different order, you need all all five of those. Otherwise, the the chance of them closing goes way down. But a lot of that, yeah, was just not was just unscripted. just being curious and hitting those points.
Oh, I didn't realize I was going to speak, but um basically like so when you ask like a discovery question, do you sometimes like kind of go off script like just ask out of your own curiosity? Is that what you're kind of saying? Like
Oh yeah, 100%. Mo all the questions pretty much all the questions I asked were just based off what he was telling me. And it's just it's just like being genuinely curious. So, when he says, "Yeah, we need I want more high quality leads." Like, "Oh, what do you mean high quality leads?" Like, "What do you mean quality?" "Oh, we tried this before and it wasn't working too well." What What do you mean it wasn't wasn't working too well? Like, I'm just like genuinely curious.
Is is the is the script in like the Discord?
Yeah. So, I have the the script again. I kind of just go on the framework. I want to get what they're currently doing, what they tried before, their goal, uh the the problem, build a gap, and then how soon they're looking to do it. But then I I do have a a script which is in the Discord. Um and that that has all those in here that gives you some questions to ask as well. But a lot of it is going off script and just like being genuinely curious kind of like Yash mentioned.
Uh is it in the sales channel?
Yeah, here. I'll put it in the chat as well. You guys can have that. Let's pull up the one that I was using.
Do Do you know how long it took you to like become like like really good at like doing discovery? Like was it like instant for you or
Oh, no. Yeah, dude. It for sure is not instant. It's for sure a process um of doing doing call reviews, doing like role plays like this. But a lot of it is just like is just having a big thing that I realized is like just having the confidence to just be curious and go on your timeline. Not feel like you have don't feel like you have to rush through the discovery. Just just pretend like you're having a real conversation, but then also realizing that you don't need them, they need you.
And when you take that frame of you're being detached from the outcome, like I could care less if this person closes. I'm just going to see if I can help. You're you're just genuinely curious. And like that's that was the biggest unlock for me is like just being detached from the sale. I know it is tough, but that's like the the simplest answer, but also like yeah, it does not happen overnight.
Like it's months to get here.
What would you say the best way to practice like doing like role plays or like going back to recordings and like
role plays? Role plays, call reviews. That's why as well I made those cohorts is I want you guys to do like sales role plays because like what I just did like that was really good practice for me as well because it's just like a mock call. But that's like the best thing I if I were you guys I would go and like buddy up and just start hammering out sales call ro sales call role plays but then also keep sending me your calls to review.
That's the two best ways to practice besides actually going and taking the calls.
Yeah, that really helps. Yeah.
Cool. Awesome. Anyone else have any what other questions you guys have? Wah.
Yeah man. So you asked him what he has done already in the past. So you can just like change and present your service as unique you know. So when do you differentiate your service as a it being unique is in the pitch or during the discovery?
Yeah. So you never you want to avoid at all cost pitching in the discovery. We're just writing. We're writing all the stuff down. We're taking notes. And during the pitch, we're gonna go and tie everything back. So, when he told me he did, he did Google PPC. They were getting they only got three quality leads. They were getting a lot of renters and stuff. During the pitch, when I share my screen, or if you just go go off of it, I'm going to say, "Okay." And and John, you know how you mentioned I know you mentioned you were doing PPC, you didn't really get many quality leads. A lot of them were like renters and stuff. What we actually do is we're going to ask them multiple qualification questions. number one, are you a homeowner? And number two, what's your ideal timeline to get your roof replaced? And if they say anything more than three months, we just disqualify them. Don't even bring them in. So, you're only speaking with people who are actually prevetted and that are actually going to have intents in getting a new roof and aren't price shopping as well. So, we in our ads, what a lot of people do is they go and talk about the price of the roof and that's why you get price shoppers. So, what we do is don't mention that at all. We talk about just the quality and service. So, we're only bringing in people who are actual who see the value in what you do and you're only getting quality people. Does that make sense?
And then you go and ask them.
Yeah. Uh that's exactly what I was looking for, man. Thanks. Uh by the way, do you actually like take notes and write?
Yeah, bro. So, I'll tell you what I what I wrote. I don't you probably can't see this, but I wrote um basically Google PPC. He bar [clears throat] he he wasn't getting many qualified leads spending six to 800 bucks a month. Um I wrote down roof replacements. That's the only types of jobs he wants. And I would mention that in the pitch as well is hey we only get you roof replacements. I wrote down he makes about 3 to 4k profit per roof. He wants 10 to 15 replacements a month. Homeowners with intent is what he wants. Not renters. And those were all my those were all my notes. I can even take like a a picture of it and send it to you guys. But I mean, it was literally Google PBC, no leads, $600 to $900 roof replacements underlined, 9 to 12K per roof, 3 to 4K profit per roof, 10 to 15 replacements a month, homeowners with intent, and then not renters. And that was just the notes that I took.
Yeah. And this is basically the ammo you use further into the call.
Exactly. Yeah. Yeah.
Because as well when when they say something like if he mentions, yeah, it's kind of inconsistent. If I can't, ideally I want to be, oh, inconsistent. What do you mean by that? But if he if he keeps going on, then I'm just going to write down inconsistent to make sure I go back and hit that. So, I'm kind of looking for these key words that he's telling me.
Pain points.
Exactly.
Yeah. And do you uh do you use your ammo while you get hit with objections or just during the pitch?
No. Also, a lot of a lot of the objections can be pre-andled by getting all this and just if you have a good pitch and discovery, you're you're freehandling 95% of most objections just by doing doing this and digging deep into it because then you know exactly what they're looking for and what they need and what they don't want and you just position your solution as literally exactly what they need or what they want.
Yeah. when he says uh his sales are quite inconsistent, how would you handle that pre- pitch like so you don't you don't get predictions when you price.
Yeah. Yeah. So basically I mean it would just be um during the during the pitch you just basically go yeah I know you mentioned one thing you were getting a lot of you the lead flow is kind of inconsistent or number one in discovery I would dig into what do you mean inconsistent say oh we're getting leads like here and there not really um they're not coming in each week then I would go and tell them in the pitch we're going to get you about five to 10 leads every single week. I know you mentioned inconsistency was a big thing. The whole point of what we do is to give you this um basically a flow of leads that you know exactly where your next job's coming from. But yeah, man, we're going to get at least five, six leads a week, every single week, sometimes even more.
Got it. You just handle it right there. Yeah.
Real quick, uh Noah, so you just said uh talking about get you can get them five to 10 leads a week. Just curious what what kind of budget do they have to spend on the campaign though to get to get those numbers?
Oh, well yeah. I mean that that's just like I would just tell them that because I mean you're going to get consistent leads with that. But I mean if you're spending 20 bucks a day, you can get five, six, seven, eight leads a week.
Okay.
But even even if you even if it's less than that, you just tell them, "Yeah, I mean our our clients were getting usually minimum three to five leads every single week. Some weeks might be more, some a little less, but it's gonna it's gonna um consistently be about 15 to 20 every single month no matter what.
Yeah. I mean, obviously to the customer, you're gonna you're gonna tell them that you're not going to give any guarantees, but like on the back end, I mean, we're we're running the ads for them. We're going to see how these campaigns perform. I mean, when I was running my own campaign, it was 20 a day and we were getting around a lead a day pretty much. So, five five to six leads a week, I mean, if we're running it for B TOC, because our businesses are different. I mean, we're running B TOC. Uh, they're they're running B TOC and they're doing local area. We're doing B2B national. So, I mean, does the numbers change depending on how the ads?
It'll be 15 to 25 bucks per local leads typically.
Okay. So, if I were to run it for a customer like, you know, um just a free roofer uh free roof inspection ad and just, you know, put an offer, put their company logo, name, phone number, whatever, little friction. I would average around 15 to 25 a lead.
Yeah. Maybe. Okay. Okay. So, what like would it be good to recommend a customer to spend like $40 to $50 a day if they have the budget? Like Yeah. The more the better.
Okay. All right. Cool. Just making sure.
Yeah, for sure, bro.
Um, all right. Let me just answer this question in the chat. Kian, if someone asked me about my experience, should I lie a bit or be honest? I would, some people are going to tell you, "Oh, go lie. Tell them you've had testimonials." But I would just be totally honest. That's why you have a good offer. It's like the reason I'm doing this offer and I'm willing to do fully or all performance-based is because I'm willing to put my money where my mouth is and actually tie my income to the results we get you where I only get paid once we actually get you results. I can tell you I'm going to 100% make sure we're getting the best results possible. I'm doing everything in my power to get you that. And that's how I would position it. If that makes sense, kid. Uh let me go to Yeah, I shoot your hand up. Yeah. So, the guy who I was supposed to have a call with on Tuesday, he just messaged me that he wants to reschedule to 11th November because he wants to explore some other options. So, I was just curious like what could have done different in uh the sales process to have prevented that and also what can I do now?
Yeah. So, it's tough now because you're kind of on the back foot in the sales process. So, I mean, getting all five of those points, most importantly, getting urgency in the discovery and then when he has that objection at the end, getting the tie down and that he's actually um bought into the process, but then like, yeah, after the call, it's kind of tough to get him back on. I would Does that answer your question on the sales process itself?
I got the tie down. He told me two things. uh that he wants to speak with his wife and uh he had some problems with his CRM. So he basically wants to send the leads to his CRM. I told him it was possible but he told me he wants to contact his CRM company first before he continues forward with it.
He wants he some what's up with the CRM?
He wants to send the leads which I generate for him. He wants to send those leads directly to his CRM. I told him it was possible that I can just use Zapier to do that. But he told me that he just wants to connect with his uh CRM company first before going forward with anything.
Okay. I would be like, "Yeah, man. It's not a problem. We can set up Zapier and it's going to automatically send the leads from your from from our CRM to yours as well." But just tell them that like, "Yeah, it's not a problem >> because yeah, it's pretty simple." And then in terms of talking with his wife, the way a lot of times that is a smoke screen. Um sometimes it is it is like real. It's like logistical, but then you want to make sure you get the tie down, but then after you go through all of it, you tie it down. Then I would go for a deposit and be like, "Okay, I'll tell you what." And again, are you I mean, if I can like work with you, like are you 100% good to go? It's literally just about talking to talking to your wife. Yeah. Okay. I mean, let me ask you like if she says no, I guess what would what would you do? Well, you know, I would still still probably do just want to tell her out of court to see. Okay. Gosh. And again, like you feel 100% good in the process getting a double tie down. Okay. Well, I'll tell you what. I respect that you got to talk to your wife. How about we do this? Um because I I can I can tell you know what you need to do, right? But I I do I do respect the fact that you do need to talk with her and just let her know. How about we do this? We'll just do instead of a normal the normal fee, we'll just do 300 bucks kind of as a commitment. And it once you go talk to her and if if she's like, "Yeah, well, yeah, it's it's cool." Then awesome. I'm going to be I'm going to be able to start getting stuff set up right after this call. But if for whatever reason you go talk to her and she's like, "No, you for sure shouldn't do this." And you decide, okay, it's not the right decision, then I'll just refund the 300. But just to get that commitment with you and I can start working on your stuff in the meantime. How does that sound?
Okay. And one last question. What if I tell him that uh what if your wife says no? And what if he says that he jokes about it like always have to listen to my wife, then I'll probably not
do it. Then what do I do then?
>> Then then that's like a mindset shift like at the end of the day, man. Um I mean is whose business is it? Is it yours or your wife's? Oh, it's mine. Okay. So I guess who's who's it to actually make the decisions to to because I'm assuming you want to obviously provide for her. Um, but I mean at the end of the day, whose responsibility is it to make these decisions and to grow the business? And you need to get him to tell you, "Oh, it's mine." So, but then be be respectful. Yeah, I respect the fact you want to talk with your wife, but at the end of the day, man, you got to do what you got to do. You can't you can't make decision based on what your wife thinks because again, she's not in control of it. Because again, at the end of the day, who's whose responsibility is it to grow the business and to make $50,000 a month to provide for your family? It's mine. Okay. So, what do we got to do?
>> Let's do it. You just got to make them internalize and take responsibility when they try to put it on someone else.
>> Yeah. And is there anything I can do now?
>> It's it's tough now. I would I would just go and send them a message like pull back. Hey, man. Um, I get that. And you, by the way, if are I'm not sure. Are you are you just not interested anymore or are you still interested? You just really do want to talk to some other people. And then if he's And then once he tells you, no, I am interested. I just want to talk to some other people. I would I would ask, okay. Um I would just you just really need to get on the phone with him. That's what I would try to do because then you can get the tie on, okay, is I mean, is it the pricing or is it something in the process? If he says, "Oh, it's the pricing." and be like, "Okay, if I could work with you on that, um, would you be open to having a quick chat rental and then and then you go and figure out the price and maybe split it up, do a payment plan or something like that?"
>> Okay. So, should I just now call him and then
>> Yeah, I I would give him give him a call.
>> Okay. Call him and just say, "Hey, are you just not interested right now or is it more of the pricing? What is it?"
>> Yeah, for sure.
>> Okay. Uh, okay. Let me just answer this question in the chat. Then I'll get to it taunt. So, what if they say they need to think about it? You try to dig into it and they say there's nothing specific. They just need to think about all of it. So, that's just a straight up smoke screen right there. Sometimes it can be logistical, but you just want to make sure you get the tie down. So, I mean, is this something you 100% want to do? Gotcha. What specifically do you like about it? Uh, I like X, Y, and Z. Okay, I got you. So, I mean, when you say you do need to think about it, is it really it you're 100% good in the process? Okay. So, I mean, is it is it literally just the investment then? Gotcha. And then it's not a think about it, it's the investment. And then you go handle that. And if you do solve that, they say, "Oh, I need to think about it." Sometimes like sometimes you might just need to, okay, I respect that. You can try to get a deposit, but otherwise you say, "Okay." Um, so I guess when you go to think about it, what's the main stuff you're going to be like considering? And a lot of times they're going to go tell you, "Oh, this like this specifically." Or if they say, "Oh, I just need time to think about it." Then what you want to do is ask them, "Okay, well once you go and think about it, um, you kind you you sleep on it or you take a few hours think about it. If we go and connect in three or four hours and you feel the same way you do now, are you 100% good to go?" Yeah, I am. Okay. So, you really just need a bit of time to have to have some of that clarity. Gotcha. How about we do this then? Let's touch base in three hours and and we'll and we'll kind of just go from there once you once you have a couple hours. And that sometimes you you just can't some people are I'm not going to make a decision on the call no matter what. It's not I've closed a lot of calls from doing like touch and base in like three hours or something. But you just make sure if it actually is a real objection and they really do need anything about it that you're saying you're not saying you're not given a week to do it. You're saying, "Okay, when we touch base in three or four hours, do you feel the same way you do now? Are you 100% good to go?" And then you're implying you're taking it off the table. Yeah, let's touch base in a week, right? You're saying three or four hours or when we touch base tomorrow at the same time or something like that. So they're not taking a week to do it if that makes sense.
>> Uh okay.
>> What's up bro?
>> Man like uh when you said like in sales role play like what's your dream outcome? Basically he said 15 10 to 15 jobs basically. But when you are like just a beginner, you know our offer like you know my offer like 15 bucks a day and we have an idea like we can get them three to five ceramics basically. So the thing is like when someone says okay I need 15. So do we have to customize our offer regarding that or like just try to increase the ad spend budget or stuff like that?
>> Yeah, you just increase ad spend. I would still pitch them your normal offer and then again we're going to start we're going to add an extra three five jobs a month and then we can just we'll ramp it up to get to that 15 within the next two three months or so.
>> Yep. Like we just get the idea of how many jobs we can get like in the beginning.
>> Exactly. Yeah. And I was asking like when you said to yours like just get some deposit in like 300 or 200 bucks like as you said in sales call we don't have to like we have to detach the sales side basically. So it wouldn't be like much salesy or deal can also break at that point. What you say
>> you're you're asking say it one more time. Are you asking if the deposit is going to like take away the trust and make you seem salesy?
>> Uh yep. Like we just putting money like we are not uh patient we can say for a few hours.
>> Oh well I mean yeah you you only get the deposit once you get their they're that they're 100% bought in. So once you once they say yeah I'm 100% good in the process. You say okay. So I mean is is it literally just the investment. Gotcha. But again you're 100% good in the process. You 100% want to do it. It's just it's like literally just the investment. Okay. So how about how about we do this? Or they say oh you literally just need to go take an hour to think about it. Okay. How about we do this? And again, you're you're like 100% good to go. Yeah. Yeah. Okay. So, how about we do this? And this is just again, let me know your thoughts on this. This is what we do for people who are serious and kind of want to lock in their spot. We'll just do 200 bucks right now. Um kind of just as a commitment, and once you come back, we'll be able to kind of get everything up and running, but in the meantime, I can start working on your stuff as you get the next steps figured out. And if it doesn't work for whatever reason, then no worries. I'll just send your 200 bucks back. But if you are 100% good to go, it's really just working this out. then we usually do this. How does that sound? But you just you just make it seem like, yeah, you need to do this or you don't make it seem like you're just trying to push them into giving you 200 bucks. You need to make it seem like it's in their best interest so we can get that commitment and start getting your campaigns and stuff set up now. Then once you're ready, we're going to be able to get rolling right away. And the last thing was bro like the discovery part how much like maximum time it should be the part of sales call like how many minutes basically so we have an idea basically
>> there it's basically like as long as it needs to be to get those to get those five things current state what they tried before their goal the problem and then urgency those five things if it needs to be 30 minutes it'll be 30 minutes if if it's 15 it's 15 um it kind of deps Depends on the prospect though on like open up open they are like Hammad was uh he he was opening up a decent bit which is why it was a bit longer but I just would go until I got those five things no matter what.
>> Yeah I didn't man any other questions. Does that make sense?
>> Yeah I had one question just uh based on an offer. So I was thinking about in my ads about running a different type of offer. I mean, I was so what I would do is I would offer a free website and access to our CRM pretty much for like a for like a small fee like a very $200 $300 a month and then try to get some people coming in and then upsell them on Meta or Google Ads and I was wondering what what you think about that offer.
>> I I I don't think you need to do that. I think it's kind of unnecessary to be honest.
>> Okay. per per lead, guarantee number of leads or they don't pay or something like that.
>> Okay. Just getting an idea because that that was one of the offers I was looking at. I mean, I'm seeing different types of people do some similar stuff where they like kind of just do some there's some people doing just website only and they kind of just make it with lovable and they just kind of and they optimize it for uh lead capture and they just run Google ads for them so they can kind of just they can fill up that funnel on uh on their end. But yeah, no, I was just getting an idea. I mean, because I I for sure want to upsell on something uh ideally, but I mean, maybe if I'm if I'm if I'm offering a payer lead situation, I could upsell them to a retainer if they're getting good um you know, if they're getting good uh results or I got ups or I could upsell them to access to a CRM, stuff like that.
>> Oh yeah, because dude, a paper lead is already really solid.
>> So, I just I just need people in my funnel pretty much. I like I just need people in my pipeline. I just have nobody pretty much.
>> Yeah, exactly.
>> Okay. All right. Cool. Thanks.
>> Yeah. Uh Umar.
>> Yeah. When you ask them for like the $300, $200 deposit, like do they do you sign like a mini contract or like what do you say?
>> So what happens if they're like,
>> "Okay, why don't they just run off on my money then?"
>> Well, well then I mean at that point it's like you should have already built up built up enough trust. I haven't had anyone say that when I ask for a deposit. It's like they already trust me enough. Um, but then you kind of reframe it. Um, well, I mean, yeah. Well, what's what happens if you go walk outside, get struck by lightning? You know what I mean? Like, worst case scenario, you um you go I I go take the 200, book a book a plane ticket, go put the other 20 bucks I have left on black, lose it all. That's worst case scenario, right? But I mean, you have you have my word. I'll I'll I'll tell you what. I'll give you my my address as well. So, if if I if you don't hear back from me, you can go burn my house down
>> and say that as like a joke. I I've literally said that before. They laugh like, "No, I got you. I I trust you." It's just Yeah. And then then you should be good to go. I I like humor though. That always diffuses it.
>> Okay. So, no. And for your contract, do you have like different templates depending on like like like for your offer like maybe they want to do like like commission instead of retainer or something like that?
>> Yeah, I I literally I I have the template. I put it in the group as well and then I literally just go put it in chat GBT say, "Hey, for this person we're doing 10% per deal, $300 setup. Please customize it based on that." And then it just goes and does that. But just use the template in the group on the under onboarding.
>> Okay. Uh Yash what's good?
>> Yeah, I just want to make sure I call him correctly. So, uh if he says to me that uh I am interested but I just want to look at other options in the market, then do you have any advice of what I should do then?
>> Yeah, it's kind of the same thing you would do on the call. You want to get the tie down. Okay. Yeah. And just so we're on the same page, man. Um I mean the process I showed you with the ads and all that stuff, is it something like you 100% like are confident and you literally just want to see other options? Yeah, I do. Okay. I mean I mean what specifically are you are you looking for that that mine was maybe missing? Oh, nothing in specific. I just kind of wanted to see Okay. Um is it fair to say like is it literally just the investment then that you're kind of looking around for mainly and then you still you still tie down what it is and then you go handle that. Okay. So, I mean, just if it is the investment, I guess is it a case of just so I know that you just don't have the money or is it more of it's just like you want to make sure um like it's just a bit of like because it's like a big amount or not a tiny amount. Oh, you know, yeah, it's just it's just I just want to make sure it's it's the right thing to do. Okay. And again, like do you feel 100% good in the process or how do you feel about it? And then again, you're looking for any any possible objections. Oh, no. I feel I feel pretty good about it. Oh, it didn't sound too confident. I guess what are you mainly unsure about? what questions you have about it and then go and get those and then tie it down specifically to the price then okay man well I'll tell you what if I can work with you on this um because I know like at the end of the day there's a million things out there you're never going to find that perfect solution there's nothing out there like it um the biggest thing is like you're never going to know until you try it but again like you you you feel really confident what I showed you right okay so if I can work with you on the pricing and make it make it more digestible for you is this something you're 100% good good good to go with and we can make something work. Get them to tell you, "Yeah, and then you go do, okay, I'll tell you what. We'll split up 50/50. You pay two grand up front and we'll do two grand after 60 days. Once you can kind of see the results coming in, you get your first deal, you can just reinvest it back into it." How does that sound?
>> Okay. And I've tried to handle objections over a phone call like two or three times before. A lot of the times they just tell me, "Hey, I'm busy. I'll just give you a call next week. I'm out right now." So, do you have any advice on that?
>> Well, if they if they tell you that, it's like they just you're you're never going to hear from them.
>> Like you just gota you just got to take the frame and be and be like um you you just like can't let that happen really. I mean it's if it does happen then then they're then you're not going to hear from anyways to be honest.
>> Okay. So anything I should do there or I should just cut the phone?
>> Yeah, I just go go go go call him and just make sure you keep the authority, keep the frame um that he needs you, you don't need him and then just go find find the real objection.
>> Okay.
>> Yeah. Good luck, bro. Okay, Kian, regarding payments, I know my client covers AdSense, but I'm not sure if you guys have heard about this platform called Arc Ads. It's a paid platform for AI actors. This something I feel would work really well. Skeptical. They telling on telling the client they should pay 150 a month to use a tool. Maybe I should try to tell them as a potential option to try to scale in the future.
>> Yeah, I don't think you need to do this in the start. I would just start with simple image ads, but you would always have the ideally like what if a client is a $300 setup fee, you just say, "Okay, and I don't see any I don't touch a dollar of this. It all just goes into the ads into making the ads for you." So, I mean those that's the two ways you can do it, but I would just Yeah. Um, I don't I don't think you need it in the start. I think you can just rip image ads to start at the end is what I would do. Just keep it simple.
>> But then you can also ask your client, hey, um, if you want to do like video ads, it'll just be 150 bucks and we can just I can get you set up with some AI ads or something like that. You you just ask them, hey, if you want to do that, we can do it for sure. Just 150 bucks is how I do that.
>> Yeah, I got you. Uh, okay. Sick. Well, any any other questions right now otherwise I gota I I have to jump on a call in like two minutes. So, we'll do one more question. What he And you guys can obviously ask questions in the group or just or message me.
>> Yeah, man. So, I got a question regarding like no shows cuz I've been facing that a lot. So people are just like too busy and their calendars are like too or unorganized and they don't even know what's going to pop up. So, for example, like I had one guy double down, double commit, and I got the confirmation from him that he's going to show up on a meeting, but when the meeting came near, he was like, "Oh man, something popped up an emergency on a job site. I have to go there immediately." Like, what can I do in that instance? Cuz four, three out of those four no-shows, three people told me, "Yeah, we should reschedule. I definitely want to uh go through with this, but I can't just can't do it right now because I have X thing to do right now. How should I go on from there?
>> Well, then then you just like you just reschedule it.
>> No, cuz you're gone.
>> I mean, what's what's the question? If he says, "Yeah, I want to reschedule it." Like, we need to, then I just be, "Okay, cool. Let's reschedule house tomorrow at X time."
>> Yeah. So, one guy texted me and the other guy went called me and he said like, "Let's reschedule." I was like, "Yeah, what time works for you best and he just didn't reply from there." And I tried to call him up try to call him up with different numbers and I just couldn't get a hold of him.
>> Okay. Well, I mean that that's really all you can do is or or then if he doesn't respond, you say, "Hey, man. Are are you not interested anymore? Um, do you still want to rescheduled now? Just let me know because I do have some calls coming up with guys in the area. So, I just wanted to make sure." Well, then just pull back and there's not much you can do there besides that.
>> Yeah. Should I like try to promise some value uh if they show up to the meeting? Like make them a demo website or something because it it doesn't take that long to make a website.
>> Uh I I don't think you need to to be honest.
>> Mhm. I got you. And uh the question I asked you on Discord, can I send you that over on our chat right here? And you can just tell me if what should I change or
>> Yeah, we you just just put it in the Discord. Just tag me because I got to jump in a minute right now.
>> Um I'll put it in there. That's cool.
>> That's cool, man. For sure.
>> Okay. Awesome. Cool. Well, guys, I got to jump. I'll send this recording in the chat. Really good call. Again, go back and watch this. Go through the discovery. Um but yeah, if you have any questions, I didn't get to them. Just type them in the chat. Um just because I got to jump jump right now. But I appreciate all you guys jumping on and yeah, I'm gonna I'm planning some some big things for this group. Try to make it more valuable. Let me know if there's anything else you guys want to see.
>> Other than that, that's all I had. Appreciate you guys. Good to see you all. Guys, you