Residential Metal Roofing Executive Report Marketing, Lead Generation, In-Home Sales, Installation, Referral Maximization

Metal Roofing Summit

Issue #95 | February 22, 2018 | Seth Heckaman


Though we are not yet to Spring, I know you are incredibly busy and home show season is right around the corner. I would encourage you to revisit our past issue on Shows and Events to review the best practices we have learned from our dealers in order to maximize your opportunities.

In the Residential Metal Roofing Executive Report, we have consistently discussed the role emotion plays in the sales process. We know every buying decision is an emotional decision; we must justify with logic – resale value, energy savings, etc. – but it begins with emotion. We have discussed how you generate this emotional investment by creating urgency, identifying your prospect’s pain, and creating a design experience. Once the prospect is emotionally engaged, they are then receptive to the logical justification for spending 3x more on a metal roof than they would an alternative.

The most successful salespeople, whether they sell metal roofs or a different product, generate and manage this emotion better than their competitors. For this reason, we are devoting an entire day of the 2018 Metal Roofing Summit to learn how to better understand, manage, and capitalize on emotion during the sales process.

Jeb Blount, best-selling author of People Buy You and Sales EQ, will be joining us on Wednesday of the Metal Roofing Summit to lead us through his Sales EQ workshop. Sales EQ is Jeb’s powerful book on how emotional intelligence separates the good salespeople from the great ones. Through his day-long workshop, Jeb will help us evaluate our sales processes and identify areas for improvement, while teaching us the skills necessary to control emotion in our favor. You can hear Jeb’s plan for his day at the Metal Roofing Summit on the website.

Along with Jeb’s workshop, the Metal Roofing Summit will feature an additional two days of impactful training addressing the greatest challenges facing our industry, along with plenty of opportunities to network with the leading residential metal roofing companies from across North America. As always, there is no cost to attend and promotional hotel rates are available. You can view the complete agenda and register on the website.

We have another upcoming training opportunity that I wanted to make you aware of, as well…

Every year we hold our Mid-Year Training event for companies and salespeople new to residential metal roofing. Over three days we cover the nuts-and-bolts of residential metal roofing, from generating cost-effective leads to installation, to equip attendees with all the information necessary to take their first steps in the residential metal roofing business. This year’s Mid-Year Training will be held May 7 – 9, 2018 at our facility in Piqua, OH. As with the Summit, there is no cost to attend. You can view the complete agenda and register on the website.

I hope you consider making time to attend one of these events. I know you are incredibly busy, and there is always work to do at home, but we all must take time for personal development and ensure we have a clearly charted course forward. Please do not hesitate to reach out to me with any questions about either opportunity.

Thank you for all you do for us and our industry. As always, please let me know of any way we could be serving you better.

todd Miller

has spent his entire career in the metal building products manufacturing industry. He is president of Isaiah Industries, an organization recognized as one of the world’s leading metal roofing manufacturers. Todd is currently Vice President of the MRA (Metal Roofing Association) and a Past Chair of MCA (Metal Construction Association). Through his website, he strives to raise the bar on standards and practices to provide property owners with the best possible products for successful roofing projects.

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