The STRONG Roofer™ w/ Adam Bensman

When close rates drop, most of us do what we’re wired to do.

We blow the whole thing up and start over. 
 
Call an emergency sales meeting to introduce the “new and improved” process.

But what if you could fix it without having to rebuild the whole thing?

After nearly 16 years of selling, training thousands, and running by the numbers, I figured out 3 easy ways to increase close rates. 
 
Watch this new video to learn: 
 
1) The opening questions that make sales conversations easier.
2) How top salespeople handle the most common objections. 
3) The small shift that turns a generic presentation into a personalized recommendation that’s much easier to say yes to

Watch this as a team in your next meeting. Or share it in your group chat right now. 
 
One easy adjustment could lift your close rate without having to overhaul everything.

P.S. If you want help turning ideas like this into a sales process your team can actually use, I’d love to invite you into the Roofing STRONG Alliance™. It’s where roofing owners, managers, and salespeople come together to sharpen their skills, implement what works, and build even stronger companies: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

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The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO. As such, his views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. 

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

“We need to lower our prices.”

I’m hearing this more and more because of how cutthroat it feels right now. 

But before you do that, you need to see the math.

Because a tiny drop in price can have a serious impact on your bottom line.

And the good news?

The opposite is true, too. 
 
That’s why some roofers are actually increasing prices right now instead of dropping them.

You’ll see why in this new video. 
 
Plus, I’ll show you:

How much a 2% price change can impact your bottom line.

Why losing a job over price doesn't necessarily mean you're too expensive.

The 4 numbers that can create significant growth for a roofing company without any more leads.

If you've felt pressure to lower your prices just to keep up with the competition, watch this before you change anything.

Watch: Dropping Prices to Compete? I Ran the Math. It’s Brutal.

P.S. This is exactly the kind of thinking we're bringing into the Roofing STRONG Alliance™.

Competing in today’s market means learning to play a smarter game, and that’s what we are doing together inside the Roofing STRONG Alliance™: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO. As such, his views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Pricing, revenue, and performance examples are illustrative only and are not guaranteed. Third-party claims cited have not been verified by TAMKO. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

The best salespeople simply think differently.

They follow a handful of rules, or sales philosophies, that keep them focused when everyone else gets frustrated, makes excuses, or quits.

After interviewing and working alongside some of the roofing industry’s most well-respected sales trainers and thought leaders, I realized something…

Pretty much all of them agree on these.

Watch this new video to see the 9 sales rules the best salespeople live by.

Rule #1, #3, and #9 have been the most influential in my life and I hope they inspire you too.

P.S. If you’re like me and obsessed about continual learning and self development then check this out.

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO. As such, his views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations. 

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

No matter how talented your sales team, sometimes it can feel like you just aren’t growing the way you want to.

Even when it feels like you have all the pieces in place.

And it hurts even more when you hear things like,

“I can’t win against these cheap roofers.”

“No one is buying right now.”

What if I told you that it may not be your sales team’s fault, and that there could be a framework to running a sales team you can count on?

Watch this new interview with Jon Broce to hear how he did it.

P.S. Do you want help building, training, and running a high-performing sales team? You can get the tools, training, and community support inside the Roofing STRONG Alliance™. Learn more or apply to join: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam Bensman's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Dan Walrack's personal experiences in the roofing industry. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Revenue and performance figures cited are specific to the speakers and are not guaranteed. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

He’s been selling roofs for 27 years and calls himself a ‘Dinosaur.’

Dan Walrack has thrived in the massive changes our industry has seen.

But Dan said there’s one thing that has not changed much for him over the last 27 years - his daily routine.

These daily habits have helped him become one of the most successful people I’ve ever met in residential roofing sales.
 
In this ‘behind the scenes’ style interview, Dan shares:

- His “3 goals everyday” practice
- Why he chases ‘NO’ more than yes
- How he wins today, every day
- How he gets homeowners chasing him (so he doesn’t have to knock)
- How he protects his evenings and does not work late anymore

Watch and share the interview: After 27 Years in Roofing Sales, This Is STILL His Daily Routine.

P.S. Sales habits aren’t born overnight. We build them with repetition and reinforcement: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam Bensman's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Dan Walrack's personal experiences in the roofing industry. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Revenue and performance figures cited are specific to the speakers and are not guaranteed. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

He helped grow MHI from $3M to $17M in four years before selling the company.

So I sat down with Jon Broce and asked a simple question:

Looking back, what would you do differently?

His answer turned into a great conversation about the mistakes that slow growth, cause chaos, and reduce profitability.

Watch this new video to discover:

How Jon worked backwards from production capacity instead of asking, “How much can we sell?”

The simple “dollars per day” calculation that helped them decide which services to cut.

Why having the right playbook isn’t enough... and what actually separates roofing companies that execute from those that stay stuck.

If you’re trying to build a simpler, more profitable roofing company without reinventing the wheel, I think you’ll get a lot out of this one.

P.S. Are you interested in the systems, sales training, and guidance from people like Jon Broce who have actually scaled roofing companies? This might be for you: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam Bensman's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Jon Broce's personal experiences in the roofing industry and as a Mentor in the Roofing STRONG Alliance by TAMKO™ community. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, business valuations, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Revenue and performance figures cited are specific to the speakers and are not verified by or guaranteed by TAMKO. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

One of the best roofing salespeople I know rarely knocks doors.

Dan Walrack gets roofing customers coming to him so he doesn’t need to knock doors all the time.

He shared his strategy that’s helped him become a referral machine over the last 20 years.

Whether you’re in your 1st year, or have been doing this for decades, you’ll likely learn at least one thing that will help you earn more referrals.

Watch this new interview and pay close attention to:

1) The script that Dan uses
2) When and how he asks for referrals
3) The long game play that many overlook

I hope this video helps you and your team serve even more homeowners in today’s challenging market.

P.S. You can start using the done-for-you marketing material that Dan and I talk about in the video as a Member of the Roofing STRONG Alliance™. If you’re a Member, go to the ‘Marketing Battle Pack’ and then watch ‘The Complete SALES Strategy’ for step-by-step instructions. Not a Member yet? Learn more or apply to join: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam Bensman's long tenure and personal experiences as a roofing service consultant prior to coming to TAMKO as well as Dan Walrack's personal experiences in the roofing industry. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, financing, legal matters, compliance, or business transactions. Communication techniques demonstrated are intended solely to help contractors better understand and serve homeowners — not to encourage manipulative, deceptive, or high-pressure sales practices. Contractors must ensure their sales and business practices comply with all applicable federal, state, and local laws, including consumer protection, telemarketing, lending, and employment laws. Revenue and performance figures cited are specific to the speakers and are not guaranteed. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

The best salespeople don’t “hard close” at all.

They simply guide the homeowner naturally toward the next step.

So if you’re not closing as much as you want to, or if you feel awkward, sleazy, or pushy, then this new video is for you.

Watch to learn my top 7 closing techniques:

1) The Comfort Close
2) The Options Close
3) The Ask-less Close
4) The If-Then Close
5) The Install Date Close
6) The Negative Agreement Close
7) The From-To Close

Every roofing sales rep should know these because they actually work.

Feel free to share this with your team or play this video in your next sales meeting.

P.S. Want to improve your close rates? Join me inside the Roofing Strong Alliance™: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

Views and opinions expressed are based on the speakers' personal experiences in the roofing industry prior to  working with TAMKO. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, insurance claims, financing, legal matters, compliance, or business transactions. All references to insurance policies, claims processes, deductibles, depreciation, or coverage are general in nature and for illustrative purposes only — actual insurance terms, coverage, deductibles, policy exclusions, and claim outcomes vary by carrier, policy, state, and individual circumstances. This video does not constitute insurance, public adjusting, or claims-handling advice. Contractors must independently ensure that their communications with homeowners regarding insurance claims, coverage, deductibles, and out-of-pocket costs comply with all applicable federal, state, and local laws, including state-specific restrictions on contractor involvement in insurance claims, public adjuster licensing requirements, anti-rebating statutes, and consumer protection regulations. Financing examples are illustrative only; terms, availability, and required disclosures vary by lender and state. Viewers are encouraged to consult qualified legal, insurance, and compliance professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Roofing sales just aren't as easy as they used to be.

A few years ago, if you knew the insurance process, stayed persistent, and followed the playbook, you could do very well.

Today we have higher deductibles, more ACV policies, managed repair programs, and more.

That combined with a depressed market and even more competition makes it feel much harder than it used to be.

The game has changed.

That's exactly what Dan Walrack and I dive into in this week's video.

Watch: The Game Has Changed: How Winning Roofers Sell in 2026

We discuss:

• The advantage of shifting from insurance-first conversations to retail-first thinking.
• How to overcome today’s objections.
• Why your sales process should evolve to meet homeowners’ new needs.
Our industry is headed in a new direction, and I hope this conversation helps you feel optimistic about how to adapt.

P.S. The contractors who thrive over the next few years won't necessarily be the ones who knock the most doors; they'll be the ones who adapt the fastest.

If you're looking for practical training, sales systems, and a community of growth-minded roofing contractors committed to serving homeowners the right way, I'd love to invite you to join the Roofing STRONG Alliance™ community: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

Views and opinions expressed are based on the speakers' personal experiences in the roofing industry prior to  working with TAMKO. As such, their views are intended for general informational purposes only and should not be considered professional advice regarding insurance, insurance claims, financing, legal matters, compliance, or business transactions. All references to insurance policies, claims processes, deductibles, depreciation, or coverage are general in nature and for illustrative purposes only — actual insurance terms, coverage, deductibles, policy exclusions, and claim outcomes vary by carrier, policy, state, and individual circumstances. This video does not constitute insurance, public adjusting, or claims-handling advice. Contractors must independently ensure that their communications with homeowners regarding insurance claims, coverage, deductibles, and out-of-pocket costs comply with all applicable federal, state, and local laws, including state-specific restrictions on contractor involvement in insurance claims, public adjuster licensing requirements, anti-rebating statutes, and consumer protection regulations. Financing examples are illustrative only; terms, availability, and required disclosures vary by lender and state. Viewers are encouraged to consult qualified legal, insurance, and compliance professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.

Before you start dropping prices or negotiating with homeowners, read this.

Homeowners are price shopping more than before.

One of the smartest sales strategies I've ever learned was from Jon Abernathy, and he trained his team to do the exact opposite: Offer an economy roof package.

Here's the surprising part...

Most homeowners don't buy it.

Because it gives them a reference point that builds trust, removes price objections, and naturally leads them into the higher value option without feeling pressured.

Jon’s approach had me re-thinking things… and I imagine it will do the same for you.

Watch this interview to see Jon break down:

• Why an economy package can actually make your premium packages easier to sell.
• How to stop negotiating on price and start negotiating on value instead.
• The simple package strategy that helps homeowners confidently choose the option that's right for them.

I hope this valuable interview helps you make even more sales in today’s ultra-competitive market.

P.S. If you're serious about building a stronger roofing company, the Roofing STRONG Alliance™ gives you access to the tools, training, and community support to help scale your business in today’s changing market. Membership is now available at no additional cost to The TAMKO Edge® contractors. Learn more or apply to join: https://rsa.pro/

=============
Join The Roofing STRONG Alliance by TAMKO™ (RSA): https://rsa.pro/
Exclusively available to The TAMKO Edge® Certified Contractors at no additional cost.

FREE Starter Membership (RSA): https://rsa.pro/free

PODCAST
Apple Podcasts: https://apple.co/3fSQiev
Spotify: https://bit.ly/3eMAqJe

FOLLOW
Facebook
Instagram
TikTok
LinkedIn

The views and opinions expressed are based on Adam Bensman's and Jon Abernathy's personal experiences in the roofing industry prior to coming to TAMKO. This content is intended for general informational and educational purposes only and should not be considered professional advice regarding warranties, insurance, financing, legal matters, compliance, or business transactions. All product performance claims, warranty descriptions, and package recommendations discussed are general in nature. Actual warranty terms, conditions, limitations, and exclusions vary by product, system, and registration level — contractors and homeowners must review the applicable written warranty for complete terms before making purchasing decisions or sales representations. Contractors must ensure their sales and business practices, including all warranty and product representations made to homeowners, are accurate, substantiated, and comply with all applicable federal, state, and local laws, including consumer protection, advertising, and insurance regulations. Financing and pricing examples are illustrative only. Viewers are encouraged to consult qualified professionals before applying these concepts or making any decisions related to their business operations.

Content produced on or before 5/13/26 was previously produced by The Roof Strategist, TAMKO Building Products LLC makes no representations or warranties regarding its accuracy, completeness, or applicability to current products, programs, or operations.