Introduction
Roofing Sales Mindset: Inspect it like it's your home
Customers see you differently when you are engaged in their home
Email: support@getroofpad.com
Last Updated: 1/21/2025
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Read time: 3-4 Minutes
I couple years ago, one of the salepeople in the office had our roofing company put a roof on his house. Naturally the salesperson handled his own inspection and put the file together for production. Wow! I had never seen a more detailed file run through production. After seeing the file, I tried to wrap my head around how I could get every salesperson to be this detailed. Not necessarily because I like clean files in production; What if there was an actual customer? There is no question that they would have noticed right away the level of engagement he was putting into the project. That's the secret sauce we are after!
He must have crawled every inch of the attic and walked every shingle. If you are a roofing company owner or a sales manager, you usually build the roof mentally when you run the call and that's what this guy did, likely for the first time. If he had never done that before, that means a customer had never seen him take that kind of care and patience. How could I get him to take this much patience and care on every project and how many more deals woud he close as a result?
Putting it into action
How can we train our sales people to help them adopt the same level of engagement and ownership that this salesperson demonstrated? How can we train them to emulate in this area? When they first arrive at the customers home to inspect, they get out of the truck and see the home for the first time. Does the salesperson go into auto pilot at that point and start snapping pictures? Would autopilot mode NOT "kick on" if he was inspecting his mother or sister's house? How much more could they gross over last months paycheck by remembering to turn autopilot off and get engaged? What would the customer see differently about the salesperson when he is more engaged? Are his facial expressions and voice different?
In my experience, this shift leads to a completely different salesperson—one who walks and talks with more confidence. When you create that "A-ha" moment and tie it to something motivating—like their paycheck—it clicks. Here's how to help your team make this change:
Step One: Always emulate that you are inspecting a family member's home:
This approach is straightforward and impactful—more than simply saying "treat your customers like family." It's about putting yourself in the shoes of someone who truly cares, because you do.
Step Two: Tie this approach to their earnings during 1-on-1 performance reviews:
Share that you're implementing a program designed to help them close two additional sales per month. Discuss how many deals and how much they grossed last month. Ask them what they could do with the money from two additional deals. Ask them to dig deep and reflect on the difference between working on "autopilot" and inspecting a family members home.
Step Three: Invest in your salesperson:
Personalize your delivery by getting behind your salesperson. Share, with confidence that, you believe embracing this mentality would be a perfect match for their personality. Schedule a follow up 1 on 1 meeting after they've had several more inspections. This approach isn’t just about closing more sales—it’s about creating a new trigger that they can pull each time they step out of the truck for the inspection.