Welcome to RG Sales Training
Salesman Responsibilities and Expectations
- Lead Progress
- Adjuster Meeting
- Follow Up
- Insurance
- Schedule
- Construction
- Collection
Let’s take a closer look at each stage of the project
Lead Progress
- Introduction Phone Call. Contact homeowner before appointment to find out more about the project.
- Damage Assessment. Email homeowner the Damage Assessment after each appointment for properties with hail damage. Report is created from document template in CRM and emailed to homeowner with pics of hail damage to the roof and property.
- Sales Presentation
- File Claim. File claim by calling insurance company with the homeowner by your side.
- Detailed Property Inspection. Complete detailed property inspection using our Property Inspection Checklist. This is required before file is assigned to supplementing team by changing status to Insurance. As soon as status changes to Insurance a task is assigned automatically to Supplementing Team.
Sign the Agreement and a Letter of Authorization to Release Information. If the Agreement is signed, change the status of the contact to Insurance or Schedule. If Agreement is not signed at First Appointment then changed status to Follow Up. Don’t let the future customer forget about you.
First check must be received upon agreement signing and before the roof replacement is scheduled. Received checks must be deposited to our bank by the person receiving checks. If the HO pays with the check, a salesperson must take picture of the check and picture of the deposit slip and upload to our CRM under Attachments with the category Payment Check Copy. Then the office get’s notified with task to Add Payment.
HO can pay on our website at www.roofinggiant.com/pay.
When agreement is signed a salesman creates a Scope of Work. Based on this the Work Orders will be created by Project Manager. The Scope of Work is done as an estimate from template. The total should be equal to that on the agreement. Scope of Work status must be changed to Approved.
- Damage Assessment. Sent using email template with attached pictures of the damage to the property upon request.
- Agreement. Created as a document if no paper copy available.
- Payment Receipt. Sent using email template upon request.
Adjuster Meeting
Find out if the adjuster is the employee or third party? This is very important because depending on that fact the adjuster will conduct himself a certain way. Independent adjuster usually is paid commission of the entire scope of work, so he will try to include as much as his company’s guidelines allow him. On the other hand, the adjuster who is employed by insurance company has a reason to include on claim as little as possible or even deny the claim. This way he does not have to do much work. When you start meeting adjusters you will see this for yourself. Important thing is to always conduct in a professional way. No screaming and yelling when the roof is being denied. What you can do is to express your professional opinion why the roof has to be replaced, why we need overhead and profit and etc.
Receive Adjuster Report and upload it to our CRM under Attachments, choose file category Adjuster Report.
Follow Up
Insurance
Supplement created and sent to the insurance company and homeowner using specifil email templates for each receiver. – When supplement approved a copy of the revised adjuster report uploaded to our CRM.
Schedule
Project is scheduled and Work Orders and Material orders Project / Project Manager. Work orders are based on salesman’s Scope of Work. It’s very important to have the Scope of Work created correctly. When Scope of Work is completed the Budget is created. It includes salesman commission before supplementing.
Construction
Building PresentationWhile the roof is being installed or right before the day of installation
“Hi, I’m (first/last name) with Roofing Giant.” (Point to badge or logo on shirt or hat.)
“We’re doing (going to be doing) some work for the <neighbor’s last name>. We got their insurance company to buy a new roof (siding, gutters). Anyway, I just wanted to forewarn you that construction could be very noisy. It’s inconvenient, and sometimes things will blow into a neighbor’s yard. As a courtesy, I just wanted to introduce myself, and make sure you have my card in case something blows over here and we miss it when we’re cleaning up.”
<Hand business card – pause, wait for response.>
<Do a half-turn as if you’re leaving…think: “Colombo.”>
“Oh, by the way, have you had your roof inspected?”
Homeowner: “Yes.”
Roofing Inspector 1: “Oh great! Was that by your adjuster or by another contractor?”
Homeowner: “My adjuster.”
Roofing Inspector 1: “Ah, good! What did they have to say? Will you need a full replacement or repair?”
<Pause – wait for response.>
“Well, since we‘re doing many of your neighbors’ roofs, would you like me to take a look at yours too? The inspection is free, and it never hurts to have a second opinion.”
<Pause – wait for a response.>
Homeowner: “Another contractor.”
Roofing Inspector 2: “Ah, good! Well, since we’re doing many of your neighbors’ roofs, would you like me to take a look at yours too? The inspection is free, and it never hurts to have a second opinion.”
<Pause – wait for a response.>
Homeowner: “No.”
Roofing Inspector 2: “I’m glad I stopped by. Since we’re doing many of your neighbors’ roofs, would you like me to take a look at yours too? The inspection is free, and it never hurts to be forewarned if your home has been damaged.”
<Pause – wait for a response.>
Collection
Recommended course for weather damage property inspections /inspector-training/
- Tools Required
- Property Inspection for hail and wind damage
- Property Inspection for Supplementing the Job
- Roof Measurements: EagleView and iRoofing
CRM Training
https://support.jobnimbus.com/hc/en-us/sections/115000763746-SALES-TRAINING
- RG CRM
- Sales Rabbit
Sales Training
- Handling Objections at the door
- Handling Objections for Roofing Sale
Lead Methods
- Google Adwords
- Google Places. Register your house or your apartment for Roofing Giant. Get calls right away.