Complete Sales Scripts

Clozo Academy Proprietary Curriculum

1. "Your price is too high."

"I appreciate you sharing that. Let me ask: are you comparing the total price, or the price per square? Many contractors quote a lower price by omitting necessary items like ice and water shield or proper ventilation. Here is a line-by-line comparison of what is included in our scope versus a typical low bid. You will see that our price includes 12 items theirs does not."

2. "I need to get three estimates."

"That is a smart approach. Most homeowners do get three estimates. Here is what I recommend: get your three estimates, but ask each contractor these five questions before you decide. [Hand them the checklist.] I am confident that when you compare us apples-to-apples, you will see the difference. And if you find a better value, I will be the first to congratulate you."

3. "I want to think about it."

"Of course. May I ask what specifically you would like to think about? Is it the price, the timing, or something about our process? If I can address that now, it might save you time and worry."

4. "I want to wait until spring."

"I understand wanting better weather. Here is what I want you to consider: material prices increase 3-5% every quarter, and our schedule books 6-8 weeks out. If you sign now, we lock in today's pricing and secure your slot for spring. You pay nothing until work begins, but you protect yourself against price increases and scheduling delays."

5. "I need to talk to my spouse."

"Absolutely. This is a decision you should make together. Would it be helpful if I scheduled a brief call with both of you tomorrow evening? I can walk through the proposal again and answer any questions your spouse has. That way, you both have the same information."

6. "How do I know you will do good work?"

"That is the right question to ask. Here is how you know: First, our 10-year workmanship warranty means we stand behind every nail. Second, here are 50 photos from a job we completed last month — you can see the detail. Third, I will give you three references from homeowners in this neighborhood who had roofs installed by us in the past year. Call them. Ask anything. We are not perfect, but we are accountable."

7. "I have never heard of your company."

"That is fair. We do not advertise on TV or billboards. We grow through referrals and repeat customers. Here is our story: [2-minute company history]. And here is what matters more than brand recognition: our Google reviews from 200+ homeowners right here in [City]."

8. "My insurance company already approved another contractor."

"Homeowners have the right to choose any contractor they want, regardless of who the insurance company 'suggests.' Those suggestions are often based on volume discounts, not quality. Let me review your insurance scope. If I find missing items, I can supplement the claim to cover the full cost of a proper installation — regardless of who does the work. Most homeowners are surprised by what adjusters miss."

9. "What if my mortgage company holds the insurance check?"

"That is common, and we handle it every week. I will walk you through the exact steps: endorse the check, send it to your mortgage company's loss draft department with the required documentation, and they release the funds in 2-3 installments. I have a checklist that makes this simple. You are not alone in this process."

10. "The other contractor said they can do it for $2,000 less."

"I am not surprised. And I want to show you exactly where that $2,000 comes from. [Pull out the line-item comparison.] They are not using synthetic underlayment. They are not installing ice and water shield in the eaves. Their warranty is one year; ours is ten. You are not paying $2,000 more for the same roof. You are paying $2,000 more for a roof that will not leak in five years."

11. "I am worried about the mess and disruption."

"That is a very common concern, and we take it seriously. Here is our property protection protocol: [show photos]. We tarp your landscaping, protect your driveway with plywood, and do a magnetic nail sweep twice daily. Most homeowners tell us their yard is cleaner when we leave than when we arrived."

12. "I do not understand why I need synthetic underlayment."

"Let me explain it this way: felt paper is like a paper towel. If it gets wet or torn by wind during installation, it falls apart. Synthetic underlayment is like a tarp. It does not tear, it does not absorb water, and it protects your home if shingles are ever damaged. It costs more upfront, but it is the reason we can offer a 10-year warranty. Without it, we would not stand behind the roof."

13. "Can you waive my deductible?"

"I cannot waive your deductible, and I want to explain why. Waiving a deductible is considered insurance fraud in this state. Any contractor who offers to do it is putting you at legal risk. What I can do is help you with financing options that cover the deductible legally, or we can explore whether your policy has additional coverage you have not claimed."

14. "I want to use the cheapest shingles."

"I understand budget is important. The cheapest shingles will protect your home for about 12-15 years in our climate. The shingles I recommend last 25-30 years and include a 130 MPH wind rating. The difference in material cost is $800, but the difference in lifespan is 15 years. That is $53 per year for peace of mind. Which matters more: saving $800 today, or not replacing your roof again until 2050?"

15. "What happens if it rains during installation?"

"We monitor the weather closely. If rain is forecast above 30% during installation hours, we reschedule or tarp the exposed deck. We never leave your home unprotected. In 15 years, we have never had a rain-related leak during installation because of this protocol."

16. "I am not sure if the damage is bad enough to replace."

"That is exactly why we are here. Let me show you the specific damage I documented. [Show photos.] These bruised shingles will crack within 12-18 months. Once they crack, water enters. Once water enters, you are looking at ceiling repair, insulation replacement, and possibly mold remediation. The cost of waiting is almost always higher than the cost of replacing now."

17. "Why do you charge for a supplement?"

"We do not charge homeowners for supplements. We file supplements as part of our Insurance Claim Bundle. The supplement is a negotiation between us and your insurance company. If we recover additional funds, those funds go toward completing your roof to code and manufacturer specifications. Our fee is built into the contract price."

18. "I found a contractor who will start tomorrow."

"Speed is tempting, especially after a storm. But ask yourself: why are they available tomorrow when every reputable contractor is booked 4-6 weeks out? The answer is usually that they are not in demand for a reason. A roof is a 20-25 year decision. Would you rather wait two weeks for a contractor with 200 five-star reviews, or start tomorrow with a contractor you cannot find online?"

19. "Do I really need new gutters too?"

"Let me show you what I found. [Show gutter photos.] These gutters are pulling away from the fascia, and the downspout is clogged. If we install a new roof but leave the gutters as-is, the new roof will channel water into a broken drainage system. That defeats the purpose. For $1,800, we install seamless gutters while the crew is already on-site. Doing it separately later costs $2,400 because of mobilization. You save $600 by bundling."

20. "I want to finance, but I am worried about my credit."

"I understand. The financing partners we work with — Hearth and Greensky — offer options for a wide range of credit profiles. The application takes 2 minutes, does not affect your credit score for pre-qualification, and gives you multiple offers to choose from. Would you like to see what you qualify for? There is no obligation."

21. "Your competitor offers a lifetime warranty."

"I am glad you asked about warranties. A 'lifetime' warranty from a one-year-old company is worth less than a 10-year warranty from a company that has been here since 2005. Here is our warranty in writing. Here is our Google reviews showing we honor it. And here is our proof of general liability and workers comp — so you know we will be here to fulfill it."

22. "I am selling the house in two years."

"That actually makes a new roof one of the smartest investments you can make. A home with a new roof sells 15% faster and at a higher price. Buyers negotiate $10,000-$15,000 off the asking price if the roof needs replacement. By installing now, you eliminate that negotiation and increase your sale price. The roof pays for itself at closing."

23. "What if I am not happy with the work?"

"That is why we offer a 30-day satisfaction guarantee. If anything about the installation concerns you, call us. We will come back and make it right at no cost. After 30 days, our 10-year workmanship warranty covers any issues related to our installation. We do not hide from problems; we fix them."

24. "I need to see your insurance and license."

"Absolutely. Here is my general liability certificate. Here is my workers compensation certificate. Here is my state roofing license. I also carry a $2M umbrella policy. I encourage every homeowner to verify these with the state licensing board and the insurance carrier. A contractor who hesitates to show these is a contractor to avoid."

25. "Why should I choose you over [Well-Known Competitor]?"

"[Competitor] is a solid company, and I respect them. Here is the difference: they are a large regional chain. You will work with a salesperson, a scheduler, and a crew you have never met. With us, you get a dedicated project manager who is on your roof during installation and answers your calls directly. We are not the biggest, but we are the most accountable. And in roofing, accountability is everything."

26. "Can you match my other quote?"

"I cannot match a quote that omits necessary work — that would be doing you a disservice. What I can do is review their scope line-by-line with you. If they genuinely included everything we did at a lower price, I will be the first to say you should hire them. But in 15 years, I have never seen a lower quote that included the same quality, materials, and protection. Let's compare them right now."

27. "I want to do the repairs myself."

"I admire your DIY spirit. Roofing is one of the few home improvements where DIY mistakes are catastrophic — not just for the roof, but for your safety and your insurance coverage. Most homeowner policies require professional installation for warranty coverage. And a fall from a roof is the #1 cause of DIY home improvement injury. Let us handle the dangerous part. You can handle the painting."

28. "Why does it take 3 weeks to start?"

"Quality scheduling is not about our convenience; it is about doing your roof right. We need time to order the exact materials for your home, coordinate the crew that is trained on your shingle type, and secure the dumpster and permits. The contractors who start tomorrow are skipping those steps. We would rather wait two weeks and do it perfectly than start tomorrow and cut corners."

29. "What if my HOA rejects your work?"

"We work with HOAs every week. Before we start, we submit our material samples, color selections, and installation plan to your HOA for approval. We do not begin work until we have written approval. If your HOA has specific requirements, we build them into the scope from day one. You will not have a surprise rejection after installation."

30. "Do you offer military or senior discounts?"

"We honor our veterans and seniors with a 5% discount on retail jobs. On insurance jobs, the pricing is set by the insurance scope, but we will still apply the discount to any out-of-pocket upgrades or ancillary services. Thank you for your service — or for your years of contributing to this community."

Clozo Academy Proprietary Curriculum